This platitude is bandied about by security professionals; advice that recognizes the need for customer engagement without describing how to do this. Practitioners are left to rely on their own acumen and interpersonal skills to discern these priorities – a challenge that yields mixed results. This session offers a structured approach to understand business needs, discern their connection to the security program, market that vision in a palatable manner to management, and finally sell the resulting controls to customers.
Attendees will learn about a healthcare organization’s security team that employed branding principles to inform its risk management and control architecture priorities. This allowed the team to create a program that reflected the brand values espoused by its company. The team then employed marketing techniques to promote the program’s value in supporting patient care to management. Lastly, the team socialized its customer-facing controls utilizing sales techniques that respected patients’ needs and concerns.