Persistent, persuasive, and sometimes misleading, vendor pitches are a constant in a CISO’s inbox. To separate value from noise, security leaders rely on key questions that test whether a product solves real problems.

Phone, emails, and LinkedIn messages — CISOs are flooded with vendors pitching their security products. Outreach attempts can be up to 30 a week. Whether it’s a video call or in-office presentation, when CISOs do engage with a new vendor, a shortlist of key questions will help them assess the suitability of a potential new product.