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Cybersecurity as a Differentiator 

Posted January 15th, 2023

To establish cybersecurity as a clear differentiator requires coordination and clarity from the start. The scope of your cybersecurity program needs to be clearly defined and understood by all. Leadership must set the tone and direction for everyone to align and execute in harmony. And the value of the program must be realized through smart investments that provide the best returns. If you take this approach, customers will see you as a leader not only in your line of business but also in how you look out for their best interests. 

Building a cybersecurity program is about more than just securing assets. It’s also about gaining new business by showing, with clarity, how your cybersecurity program is better, and that’s something every customer wants. A sound information security program can help companies gain new business in several ways: 

  • Building trust: A robust cybersecurity program can help build trust and credibility with potential customers, who are increasingly concerned about the protection of their data. By demonstrating a commitment to protecting that data and meeting industry standards for information security, companies can differentiate themselves from competitors and instill confidence in potential customers. 
  • Demonstrating compliance: Many industries have strict regulations for data protection, such as HIPAA for healthcare, PCI-DSS for payment card industry and SOC 2 for SaaS companies. A sound information security program can help companies comply with these regulations and demonstrate their commitment to meeting the requirements of the industry. 
  • Mitigating risk: A sound information security program can help companies identify and mitigate potential security risks and vulnerabilities, reducing the likelihood of data breaches or other security incidents. This can help companies  maintain a solid reputation and attract new customers. 

Organizations can differentiate the value of their cybersecurity from competitors through several actions: 

  1. Independent validation: Obtain independent certifications and audits, such as ISO 27001, SOC 2, PCI-DSS, which demonstrate their commitment to security and compliance. 
  2. Unique features: Offer unique security features or services, such as advanced threat detection, incident response, and disaster recovery. 
  3. Case studies: Use customer case studies, incident response statistics and other metrics to demonstrate the effectiveness of their security program. 
  4. Transparency: Communicate transparently about their security program and be able to answer any questions from the customers about the security measures they have in place. 

Businesses should look to avoid common pitfalls, including: 

  1. Lack of investment: Not investing enough in security, either in terms of resources or personnel. 
  2. Knowledge gaps: Not having a clear understanding of the regulatory requirements and industry standards that apply to their business. 
  3. Lack of updates: Not regularly testing and updating their security controls and procedures to keep pace with new threats and vulnerabilities. 
  4. Communication failures: Not communicating clearly their security program to customers and stakeholders, which can lead to confusion or mistrust. 
  5. Failure to manage risk: Not effectively identifying and mitigating risks with appropriate measures. 

Overall, effectively communicating a company’s information security program to potential customers is critical for building trust and credibility and, ultimately, winning new business. By being transparent and providing clear, easy-to-understand information, organizations in all industries can help new and existing customers understand the value and effectiveness of their security programs. 


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