Cultivating Cybersecurity Industry Relationships

When I first got into cybersecurity, I knew networking was key—but I had no idea where to start. Like many newcomers, I attended tech mixers, thinking they would help me build professional connections. But I quickly realized most weren’t about career growth. Instead of meaningful conversations, it was drinks flowing, music blasting, and people just looking to have a good time. Nothing wrong with that, but when it came to career opportunities, mentorship, or valuable discussions? Not much was happening. I’d leave with a few LinkedIn connections, maybe a vague “we should catch up,” but no real progress. That’s when I started looking for networking spaces where people were serious about cybersecurity—and these three made all the difference: ✅ 1. Local Tech Meetups Attending smaller, niche meetups changed everything. These events were filled with professionals sharing knowledge, career insights, and opportunities. I met people who helped me understand certifications, job roles, and career paths. If you’re serious about cybersecurity, look for meetups specific to your niche—whether it’s cloud security, risk management, or penetration testing. ✅ 2. Conferences Conferences exposed me to a higher level of networking. Here, people weren’t just making small talk—they were discussing industry trends, new technologies, and real-world security challenges. I met hiring managers, mentors, and peers who helped me advance in my career. Attending at least one conference per year is one of the best investments you can make. ✅ 3. LinkedIn & Online Communities I underestimated the power of LinkedIn and online networking. Engaging in cybersecurity groups, commenting on industry posts, and setting up virtual coffee chats helped me expand my network fast. I found tight-knit communities sharing job opportunities, study groups, and industry insights. These conversations led to referrals, partnerships, and new opportunities I wouldn’t have found elsewhere. Key Takeaway: If you’re early in your cybersecurity career, be intentional about where you network. It’s not about meeting people—it’s about finding the right people who challenge and inspire you. 🔹 Skip the networking events that feel more like a night out 🔹 Attend targeted meetups related to your field 🔹 Go to cybersecurity conferences where professionals are serious about growth 🔹 Engage on LinkedIn and join communities where real discussions happen Your network can open doors you never imagined. Where have you found the best networking opportunities in cybersecurity? Drop your thoughts below! 👇🏾 #Cybersecurity #Networking #CareerGrowth

If you want to stand out in a very competitive cyber job market, you need to do what most people avoid: show up. Get out and face-to-face network. Yes, it’s daunting. But the best opportunities come from real conversations. Go to that local BSides event, join a cybersecurity meetup in your city, or check out hackathons. These are the places to find like-minded professionals—and they’re more approachable than you think. A simple “What brings you here?” can turn into your next big opportunity. Online spaces are goldmines, too, if you know how to dig. Reddit’s /r/cybersecurity and Discord communities like Cybersecurity Career Advice aren’t just for passive reading. Share your thoughts, ask smart questions, and offer help where you can.  On LinkedIn, don’t send generic connection requests. Instead, reference something specific—maybe a talk they gave or an article they wrote—and explain why it resonated with you. Genuine effort gets noticed. Attend industry events. DEF CON, Black Hat, and even more localized BSides events are great places to connect. Many of them offer student discounts or even volunteer options. Pro tip: volunteering gets you a behind-the-scenes look and puts you face-to-face with key players. Networking isn’t just a checkbox; it’s a skill—and like any skill, it gets easier with practice. Start small and don’t let fear stop you. Remember, every expert in cybersecurity was once a newbie standing awkwardly in a room full of strangers. Be the one who says hello. You’ve got this. Now go make it happen.

73% of cybersecurity jobs I fill never get posted. Here's how to access the hidden market Most people think job hunting works like this 1. Search Indeed/LinkedIn 2. Apply to postings 3. Wait for callback That's the VISIBLE market. But the best roles? They're filled before you ever see them. How the hidden market actually works WEEK 1: Company needs a Security Engineer WEEK 2: CISO asks their team "know anyone good?" WEEK 3: Someone refers a former colleague WEEK 4: Candidate interviews and gets offer WEEK 5: Job gets posted (for compliance/HR) WEEK 6: 200 people apply to an already-filled role You were competing for a job that was decided 4 weeks ago. THE 4 WAYS TO ACCESS HIDDEN JOBS METHOD 1: The Warm Intro Cold: Apply through job portal Warm: "Hey [connection], I saw [Company] is building a SOC. Know who's leading that?" Then ask for an intro. Hiring managers would rather interview a referral than screen 300 strangers. METHOD 2: The LinkedIn Signal When you see a company announce → New funding → New CISO hire → Major client win → Compliance certification They're about to hire security people. Comment on the post. DM the CISO. Ask about their security roadmap. METHOD 3: The Recruiter Relationship Don't just apply when you need a job. Build relationships with 3-5 recruiters NOW → Update them quarterly → Share when you learn new skills → Ask about market trends When the perfect role appears, they call YOU first. METHOD 4: The Problem Solver Approach Most effective but requires research 1. Identify 10 companies you want to work for 2. Follow their security team on LinkedIn 3. When they post about a challenge, engage thoughtfully 4. Eventually: "I've been thinking about [their problem]. Mind if I send you my thoughts?" You're building relationships, not sending applications. YOUR 30-DAY ACTION PLAN Week 1: → Identify 10 target companies → Follow their security leaders Week 2: → Engage on 3-5 posts per week → Add value, don't pitch yourself Week 3: → Connect with 3 recruiters in your space → Have actual conversations (not just "are you hiring?") Week 4: → Ask your network: "Who's hiring security people right now?" → Request warm intros THE TRUTH The visible job market is overcrowded. The hidden market is where the best opportunities are. Stop applying harder. Start networking smarter. Have you ever gotten a job that was never posted? How did it happen? #Cybersecurity #JobSearch #CareerAdvice #Networking #HiddenJobMarket #InfoSec #CyberJobs

Global System Integrators (GSIs) are the most powerful influencers in cybersecurity. It's hard to even comprehend how much power they hold. You know who they are: Accenture, Deloitte, EY, KPMG, and PwC. Channel partnerships with GSIs are the unspoken driver of success for so many cybersecurity companies. Why? Implementing any security product in a large company is incredibly complex. It's not just the product — everything from strategy through execution, process, and change management comes along with it. Large GSIs are powerful because they own the client relationships and drive the entire process. Sure, clients make the final decisions...but they mostly do what their GSI partners tell them to do. Understanding the relationship dynamics between cybersecurity GSIs and product companies is critical. Channel-first product companies need GSIs to grow, and GSIs need product companies to win large implementation projects. GSIs influence product selection, then sell consulting and implementation services. Product companies win deals, sell subscriptions, and support the GSIs through implementation and ongoing operations. It's not an even relationship, though. GSIs are far more diversified in terms of service offerings and channel relationships. Product companies usually need GSIs more than GSIs need product companies. This dynamic is what makes GSI partnerships so difficult and so rewarding. GSIs are kingmakers when they put the full weight of their power and influence behind a product company. They can turn a decent startup with traction into a top performing public company. But sales pipelines dry up quickly when GSI partners move on to the next big thing. Just like that, the spell is broken. You can hit $100 million or more of ARR without GSIs...but crossing paths with them eventually is unavoidable. And don't even think about trying to displace them. GSIs call the shots in cybersecurity. Like it or not, the path to scale and sustained success runs straight through them. Savvy companies don’t fight this — they leverage it. Play the long game, earn their trust, and build alliances that pay off big for everyone.

Bridging the OT cybersecurity culture gap remains critical, as only 14% of organizations report feeling fully prepared for emerging threats, highlighting a persistent capability and cultural divide between IT and OT teams. This widening #OTcybersecurity culture gap continues to shape how organizations prioritize readiness and capability. Industrial organizations are experiencing a growing disconnect between IT-style #cyber hygiene and #OT reliability needs. Effective engagement involves joint #riskassessments and shared visibility tools to align #cybersecurity with operational priorities like uptime and safety. Industrial Cyber contacted several industrial security leaders to pinpoint the practical steps that can finally narrow the cultural gap between cybersecurity teams and OT operators, with experts agreeing that addressing the OT cybersecurity culture gap is essential for improving collaboration. Jason Lee, OT Cyber Services portfolio manager at Honeywell Process Solutions, listed two important factors to consider. “One is by having an Operations mindset. In industrial environments, the stakes are often higher when it comes to personnel and business risk. In IT, the ‘worst thing that can happen’ is rarely injury, loss of life, or damage to the environment. Cybersecurity team members demonstrating that they understand this helps to build trust with the site.” “Bridging the divide between cybersecurity and OT teams starts with mutual understanding,” Samuel Linares, managing director and global cyber-physical security resources lead at Accenture, said. “Both groups must learn each other’s priorities, language, and KPIs, recognizing that while OT focuses on safety and uptime, cybersecurity aims to protect integrity and resilience.” Susan P., senior director for security products and partner strategy at Wabtec Corporation, said that “We build trust by working together, not by sending policies from a distance. In #OT, credibility comes from understanding operators’ KPIs, goals, and objectives—and showing how security supports those same outcomes. Collaboration becomes real when we use the same tools to get the work done. Software asset inventory, configuration management databases, and network monitoring all support both reliability and security. “The biggest barrier between cybersecurity and OT teams is cultural, not technical. Cyber teams often speak the language of risk and data, while OT operators think in terms of safety, reliability, and uptime,” Itay Glick, vice president of products at OPSWAT, said. “Bridging that divide starts with shared goals and co-location, such as security staff spending time on the plant floor to better understand operational constraints, or OT leaders participating in cyber exercises."

I analyzed 69 conversations I've had with CISOs and security leaders to understand: 💓 What do cybersecurity buyers LOVE that vendors do? Here are the patterns I distilled: 1. Understanding Buyer Needs - Top vendors deeply understand buyer goals and challenges. - Tailored solutions that map to unique pain points stand out. - Doing the research shows respect and effort. - Vendors who focus on helping the business succeed are appreciated. 2. Educational and Value-Added Approaches to Demand Gen - Education and real value beat hard selling. - Content that helps buyers tactically excel earns attention. - Useful swag (e.g., books, tools) beats generic giveaways. - Extra services like risk assessments and tabletop exercises build credibility. 3. Non-Aggressive Sales Tactics - Buyers favor vendors who take a consultative, respectful approach. - Letting the product’s value speak for itself builds credibility. - Genuine conversations and a focus on feedback win trust. - Avoiding pushy pitches during initial contact fosters rapport. 4. Relationship Building and Personal Interaction - Buyers value vendors who build genuine, non-transactional relationships. - Small gestures, like shared meals, enhance connection and service. - Direct conversations and in-person interactions shape perceptions. - Ongoing, friendly, personalized engagement makes a difference. 5. Transparency and Honesty - Buyers trust vendors who are upfront about capabilities and fit. - Saying “we’re not the right fit” and referring others builds long-term credibility. - Clear pricing discussions up front are respected. - Admitting product limitations, even when features are missing during a demo or POV, is seen positively. 6. Integration and Compatibility - Seamless integration and platform compatibility matter deeply. - Smooth DevOps integration is highly valued. - Support for legacy systems reduces friction. - Regular updates and full-featured products earn respect. 7. Support and Responsiveness - Responsive support is critical, especially during complex or high-stakes moments. - Fast replies and ad-hoc configuration support go a long way. - Ongoing service post-sale strengthens the relationship. - Proactive check-ins and issue resolution build lasting trust. All of this isn’t profound. It’s not a secret. It’s what buyers have BEEN saying. You know this stuff. So ACT like you heard them. Note: Join 1700+ cybersecurity marketers and sellers getting deep customer insights and mastering buyer research on Audience 1st Podcast, linked in the comments ⬇️. #cybersecurity #marketing #asles #growth #gtm #buyerresearch #audience1st

Why Networking Feels Fake in Cybersecurity (and what actually works instead) If networking makes you uncomfortable… you’re not weird. You’re reacting to a real problem. Most people approach networking as attention seeking. But professionals respond to relevance. So conversations feel forced. What usually happens A new learner messages a professional: “Hi, I’m trying to get into cybersecurity. Any advice?” Seems polite. But cognitively, it’s heavy. The receiver now has to: Guess your level Guess your goals Guess your knowledge gaps Invent helpful guidance from scratch So they delay replying. Then forget. Then the chat dies. Not because they’re rude. Because you gave them nothing to react to. The real rule of networking Good networking reduces thinking effort for the other person. You don’t start relationships by asking for value. You start them by creating a discussion. Example Bad message Can you guide me into SOC? This requires a career counseling session. Better message I was reviewing Windows login events and noticed repeated failed logins from a single host — at what point would a SOC analyst escalate instead of monitoring? Now you’ve done three things: Shown effort Defined context Asked a bounded question You’re no longer asking for mentorship. You’re inviting expertise. Why this works in cybersecurity Security professionals spend all day making decisions. They naturally engage with people who show decision-thinking. They ignore conversations that feel like tutoring requests. Not intentionally. Just instinctively. Because useful discussions are enjoyable. General requests are work. What to send instead (simple formula) What you tried What you observed What confused you That’s it. Networking isn’t about introducing yourself. It’s about entering someone’s professional reality. In cybersecurity, relationships don’t start with “hello”. They start with shared thinking. Next time you reach out — what are you giving them to react to? Share this with someone that needs to network better.. 😘

The greatest cybersecurity barrier isn't technical. It's relational. 🧙🏼♂️ It's always about people. After 20+ years in cybersecurity, I've watched brilliant security professionals repeatedly fail for one reason: they can't cross the relationship gap with business leaders. The pattern is predictable. Security teams master the technical domain but remain isolated from the business teams they protect. When they finally get their meeting with executives, they speak a language no one understands. wake up call: Your technical expertise means nothing if you can't build relationships that translate security into business impact. Here's what's happening: 1. Trust deficit by design → Security is seen as the "Department of No" → Leaders only see security when something breaks → Relationship-building isn't prioritized as a security skill 2. Language barriers  → Technical teams speak in vulnerabilities and threats → Business leaders hear only cost and constraints → No common vocabulary for shared goals 3. Misaligned objectives → Security pursues perfect protection → Business pursues growth and opportunity → Few can articulate how these goals align This broken relationship model isn't just frustrating.  💥It's dangerous. When business and security don't trust each other, both suffer. Here's the fix: 1. Build relationships before incidents → Regular business check-ins with no security agenda → Learn what keeps business leaders up at night → Understand their success metrics 2. Translate across domains → For Sales: Show how security enables closed deals → For Operations: Demonstrate resilience, not just protection → For Finance: Frame security in terms of risk economics 3. Practice business-centric security → Start with business objectives, then apply security → Create roadmaps that align with business milestones → Measure success in business terms, not security metrics Security professionals who master relationship-building become trusted advisors. Those who don't remain perpetual roadblocks. What relationship challenge do you face? 🔄 Repost to help security pros become business partners 📲 Follow Wil Klusovsky for wisdom on cybersecurity & tech business

Smart networking in Cybersecurity is personal, purposeful, and strategic. Here’s what works, plus sample outreach scripts. When I started out, I made the same mistake of sending generic outreach messages. All I got was silence. It wasn’t until I changed my approach and focused on quality, personalisation, and value that I started building relationships that led to real opportunities. I’ve tested this and seen it consistently work. Recruiters I’ve spoken with say they always notice candidates who reach out with research and clarity, rather than generic messages. This approach has helped me land several interviews and referrals. Here’s what works and what I still practice today: ➡️ 𝗤𝘂𝗮𝗹𝗶𝘁𝘆 𝗢𝘃𝗲𝗿 𝗤𝘂𝗮𝗻𝘁𝗶𝘁𝘆: Focus on meaningful connections. ➡️ 𝗗𝗼 𝗬𝗼𝘂𝗿 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵: Before reaching out, learn about them, look at what they’re currently hiring for or working on, articles or posts they’ve written, projects they’ve contributed to, or panels they’ve spoken on. Knowing what they do and what they care about allows you to engage meaningfully. ➡️ 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘀𝗲 𝗬𝗼𝘂𝗿 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵: Use what you’ve learned about them to tailor your message. Be clear about why you’re reaching out. Instead of a generic ask, connect your request to something specific they can relate to. Referencing something specific shows you are intentional and have done your homework. Drop your best networking tip in the comments and share this post with your network to help others connect smarter.

I just got a great question from one of the amazing people who came to John Hoyt and my talk at BSides Greenville 2025. The question was: "I just wanted to ask - are there any specific organizations you recommend getting involved with?" Rather than telling her what group to join, I gave her a framework on how to add communities as a networking strategy to find like minded humans and opportunities for work/fun/profit. Here is part of what I said: There are three kinds of organizations you should look at: 1. Industry Organizations 2. Skills Organizations 3. Mission Based Organizations Industry Orgs: When you show up to a community dedicated to, let's say cars, and you're the only cyber security person there, you get all of the attention and all of the questions. Once you build trust, anyone who ends up needing to hire someone for cyber will start by talking with you. Build a list of industries that interest you and then find the organizations dedicated to those industries. 2. Skills: Identify what you want to get better at and find organizations dedicated to that. This can be cyber skills but also can be any skill that interests you. (Running, project management, underwater basket weaving, etc...). You end up surrounding yourself with people with like interests and connect into the flow of information that you need to take the next step for your career.   3. Mission: This is a lot like industry save that you'll get access to higher level people. Find a mission that is important to you where powerful people are joining. For me, I love space so I joined Space For Humanity. I'm one of the few cyber people in the non-profit. Same results as the industry group, all calls come my way, but the difference is that I'm getting in front of all industries and types of people. That's how I would think about it. Join one community per category and start slow, maybe one a year, and really step up and be known.