Why Enterprise Software Reps Are Now Selling to the CISO

Episode notes

In this episode of B2B SaaS Talks, Lucas and Luna explore a major shift in enterprise software sales: the security function has moved from a backstage blocker to a decision-maker with veto power. Lucas explains how the CISO now sits at the procurement table, often before the CFO or legal team. They discuss what this means for deal cycles, from requiring a pre-demo security questionnaire to the rise of the 'security champion' inside the buying organization. Lucas shares data from a Gartner survey showing that 62 percent of enterprise software deals now involve a formal security review before a demo is even scheduled. Luna pushes back on whether this is just a compliance checkbox or a real power shift. The conversation closes on the practical question every B2B SaaS founder should be asking about their own security posture. #CISO #EnterpriseSoftware #B2BSaaS #SecurityReview #Procurement #SalesCycle #Business #Technology #Gartner #SecurityChampion #DemoProcess #DealVeto #FexingoBusiness #BusinessPodcast #SaaS #SecurityQuestionnaire #RevenueOperations #Compliance Keep every episode free: buymeacoffee.com/fexingo

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