Summary:

Live panel discussion on Insight Revenue’s latest Buyer Intelligence report, Selling Cyber 2026 We’ll examine how the cybersecurity sales narrative is shifting to focus on "solving for the friction of the fix," ensuring vendors prove their worth by proactively addressing the implementation hurdles and operational trade-offs buyers face. We’ll discuss how high-performing teams create context by clarifying exactly what a tool replaces in a crowded stack and how they maintain ownership of the outcome through joint success plans that transition the relationship from vendor to strategic partner. Finally, we’ll explore how this move toward deep, outcome-based selling is fundamentally redefining the talent and skill sets required to lead in the cyber market. Featured speakers Gil Fromovitch, Chief Revenue Officer, Hadrian Michael O'Neil, Cybersecurity Consultant, Uptime Institute Jason Gropper, Former Chief Technologist, Booz Allen Moderator Timur Hicyilmaz, Co-Founder and Chief Researcher, Insight Revenue Read the full report here: https://www.insightrevenue.com/insights-posts/selling-cyber-2026

Live panel discussion on Insight Revenue’s latest Buyer Intelligence report, Selling Cyber 2026.

We’ll examine how the cybersecurity sales narrative is shifting to focus on "solving for the friction of the fix," ensuring vendors prove their worth by proactively addressing the implementation hurdles and operational trade-offs buyers face. We’ll discuss how high-performing teams create context by clarifying exactly what a tool replaces in a crowded stack and how they maintain ownership of the outcome through joint success plans that transition the relationship from vendor to strategic partner. Finally, we’ll explore how this move toward deep, outcome-based selling is fundamentally redefining the talent and skill sets required to lead in the cyber market.

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Featured speakers

Gil Fromovitch, Chief Revenue Officer, Hadrian

Michael O'Neil, Cybersecurity Consultant, Uptime Institute

Jason Gropper, Former Chief Technologist, Booz Allen Hamilton

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Moderator

Timur Hicyilmaz, Co-Founder and Chief Researcher, Insight Revenue

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Live panel discussion on Insight Revenue’s latest Buyer Intelligence report, Selling Cyber 2026.

‍

Featured speakers

Gil Fromovitch, Chief Revenue Officer, Hadrian

Michael O'Neil, Cybersecurity Consultant, Uptime Institute

Jason Gropper, Former Chief Technologist, Booz Allen Hamilton

‍

Moderator

Timur Hicyilmaz, Co-Founder and Chief Researcher, Insight Revenue

‍

Selling Cyber 2026 Webinar

State of Revenue 2026

The platform sale has become the defining commercial challenge for a generation of technology companies. But it did not arrive without warning. Over the last decade, many companies built their go-to-market around focused point solutions, then grew through acquisition — adding adjacent products to the portfolio, increasing the bundle, and telling a progressively broader story to customers.

Selling Cyber 2026

This report is based on Insight Revenue’s extensive sales research and direct experience working with clients that sell cybersecurity. The author of the report, Timur Hicyilmaz, is recognized globally for decades of groundbreaking research on sales performance and customer loyalty. He was formerly the head of sales research for CEB now Gartner and Challenger and continues his innovative work as Co-Founder of Insight Revenue.

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Selling Cyber 2026 Webinar

State of Revenue 2026