You are right about "getting in" with the IT/management decision makers. Getting them to listen is hard enough. Getting them to try something is just as hard. Getting them to buy? I think they will if the products perform for them.
The need for solutions is HERE and NOW. It wasn't so much only a 1.5 years ago. I see articles on a weekly basis about how IT isn't protected and needs to be or they will be sorry. As we know, there have been a lot of organizations/companies that are feeling the pinch because they didn't have a solution(s) in place (and it has cost them a lot). HERE and NOW for their products and this type of security industry! LONG SFOR!!!
companies that issue press releases on pilot programs are not real. this is a desperate move and not really good news. pilots are usually very quiet so that you can learn and gauge and then announce on a full roll out. this is a manufactured announcement. I will say again, this is a 10+ year old company that is barely hanging on. should be an interesting earnings call in august or September or whenever they get around to it
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