A slick security product demonstration only serves to prove that vendors often don't think enough about what security managers need. How much money do you have in your budget? You have to be aware that this is very expensive software." . . .
A slick security product demonstration only serves to prove that vendors often don't think enough about what security managers need. How much money do you have in your budget? You have to be aware that this is very expensive software." Ah, the not-so-sweet sound of the sales pitch. Much of my work as a security manager is like that of a juggler, always keeping balls in the air. My daily goal is to deal with the next falling ball, be it a virus attack, a new e-commerce project or some suspected abuse.

This week, however, I was able to lift my gaze for a few days to think about future needs and meet with vendors. And once again, a slick product demonstration showed all too clearly one vendor's fundamental inability to understand our needs.

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