Part 1 of this series argued that most of what differentiates cybersecurity vendors on a shortlist (certifications, warranty amounts, buzzwords, feature checklists) is a proxy standing in for two questions nobody asked directly. Part 2 showed one of the biggest reasons those proxies dominate: a “platform” pitch routinely turns into five to ten separately billed products by the
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The sales deck shows one box: a single, unified platform, one login, one view of the enterprise. The order form, by the time procurement is done negotiating, usually shows five to ten line items: a core SIEM license, a SOAR add-on, a user behavior analytics module, a threat intelligence feed subscription, an identity threat detection
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Put three endpoint security shortlists in front of a CISO and they’ll look nearly identical. Each vendor has an industry certification. Each has an analyst report that places them favorably, in one category or another. Most now carry a headline breach warranty worth a million dollars or more. On paper, the decision looks like a
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SERIES: “The Death of Compliance Theater” — Part 2 of 3 Part 1 of this series made the case that a passing audit and a secure environment are two different things, answering two different questions. This post is about a specific, well-intentioned attempt to close that gap and why it mostly automated the wrong half of
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