When Buyers Don't Believe Your Marketing, They Read the Docs

3:25 pm
-
3:50 pm
CT

Cybersecurity buyers are not looking for reasons to believe you. They are looking for reasons not to.

That is why documentation matters long before onboarding. When a product page promises easy deployment, enterprise-grade controls, AI-powered detection, seamless integrations, or fast time to value, buyers eventually look for the technical reality underneath the claim.

This session reframes documentation as a pre-sale trust channel for cybersecurity companies. Attendees will learn how to run a Docs Trust Audit across five dimensions: claim alignment, technical evaluability, implementation clarity, proof and limitations, and freshness. The goal is not to make docs sound like marketing. The goal is to make marketing more defensible by connecting claims to clear, current, buyer-useful technical evidence.

Attendees will leave with a practical framework they can use with PMM, content, docs, product, sales engineering, and customer education teams.

Session Agenda

  • Attendees leave with:
  • A five-dimension Docs Trust Audit
  • A claim-to-docs mapping exercise
  • A checklist of documentation gaps that create buyer doubt
  • A practical model for aligning PMM, docs, product, sales engineering, and content
  • A set of before-and-after examples for making docs more buyer-useful without making them sound like marketing

Speakers

Beatriz Datangel Rodgers

Head of Product Marketing

Root

Beatriz Datangel Rodgers

Head of Product Marketing

Root

Beatriz Datangel Rodgers is Head of Product Marketing at Root, with 15 years of startup experience and 13 years in security with a developer focus. She's held product marketing leadership roles at PayPal, Chainguard, Resilience, and TruSTAR (acquired by Splunk). Her work spans building educational programs for thousands of developers, creating communication frameworks during major supply chain incidents like Log4j and SolarWinds, and shaping product vision through foundational personas. Beatriz serves as Board Chair at BEC and leads marketing for CNCF Merge Forward. She's passionate about making security accessible, building developer communities, and proving security careers can look wildly different from the traditional playbook.

About this Session's Track

Product Marketing & Cybersecurity Perspective

Gain technical and market intelligence on positioning cybersecurity products, telling the right story, and translating complex technical capabilities into compelling customer value propositions.