How Do You Decide on a Cybersecurity Vendor?

Kevin Simzer, Chief Operating Officer at Trend Micro, wrote an interesting blog post entitled My Takeaways from Black Hat ’19. Among the good points he makes is this one:

“With some ~3,000 vendors, the [cybersecurity] industry is making it so hard for decision makers to keep a clear view of the problem they are out to solve.”

That’s almost an understatement. At a show like Black Hat, RSA or InfoSec, for example, no more than about 20 percent of cybersecurity vendors exhibit, and so there are another 80 percent of the available solutions that just aren’t available for evaluation by attendees. And, at a show like RSA (which had 624 vendors exhibit in San Francisco earlier this year), spending just five minutes at each booth to learn what was on offer would mean you’d spend 52 hours on the show floor — and the expo isn’t open anywhere near that long.

So, as a security professional, what do you do? You can learn as much about security solutions as you can through conferences, vendor briefings, webinars, analyst reports and the like. But even then, you’ll just be scratching the surface of what’s available. Another response is to consolidate on a much smaller number of vendors to avoid the problems associated with evaluating large numbers of solutions and figuring out how to integrate and manage them. For example, at one of the briefings I had at Black Hat, a leading vendor told me that one of their clients is attempting to consolidate their current crop of 40 security vendors down to just two. That carries with it its own set of difficulties, since a consolidation project like this — and finding just the right two vendors — could be tougher than having too many.

Compounding the problem is that many security vendors offer somewhat contradictory messages based on different philosophical approaches to security.

So, as a security professional, what do you do? I’d like to hear how you approach the problem for your organization. Please email me at michael@ostermanresearch.com, or text or call me at +1 206 683 5683.

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