This episode explores a key topic for security vendors to consider: how do I speak to a person in a Technical role versus a Business Manager role? Based on her years of experience on the buyer side of security vendor pitches, Fatma Candas details why the concept of 'less is more' is important to avoid overloading buyers with unnecessary information. Additionally, Fatma makes it crystal clear that when entering her office sellers need to focus on buyer problems by function, role, or department. "Don't waste my time."

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