Beyond "the CISO": Mapping Cyber Practitioners So Your Product (& Pitch) Actually Lands

We talk to CISOs, but practitioners decide whether your product wins. In this fast, framework-first session, Nick Muy breaks down the real people in cybersecurity—SOC analysts, SecOps, AppSec, GRC, vuln management, threat intel—and shows how their goals, pain, and daily workflows differ across industries (FSI vs. SaaS vs. retail/CPG).

We’ll map who buys, who uses, and who champions, then connect it to how boards and audit committees actually see security. You’ll learn why standards and regulatory pressure (think PCI DSS and its ripple effects) create urgency, how to align messaging with the right operator persona, and where value creation really starts.

Expect vivid “from the trenches” vignettes, simple visuals you can steal, and a clear path to refine ICP, packaging, and sales motions—so you stop pitching to a monolith and start winning real deals with the humans who matter.