THE article discusses the challenges faced by Chief Information Security Officers (CISOs) in communicating the value of security measures to executive boards. It highlights that while CISOs' expertise is in technical skills and compliance, boards prioritize financial performance and customer trust. The traditional model of measuring success in security—by proving that nothing went wrong—positions security as a cost center rather than a strategic business partner.
McKinsey's survey indicates that security impacts purchasing decisions significantly, with compliance and data privacy being top concerns for buyers. To bridge this gap, CISOs are encouraged to align security initiatives with business growth objectives, demonstrating how security strengthens customer trust and aids in closing deals. The article emphasizes adapting security programs to focus not only on compliance but also on proactive contributions to business outcomes.