Especially during my time at Gartner as an analyst, I heard many preposterous claims about TAM’s and IT security budgets and associated pricing strategies. Someone telling you that they supposedly sell to mid-sized enterprises, yet their solution comes with a minimum price tag of $500,000 just stretches believability. A few were exaggerating to fool the analyst but based on end user feedback and having seen pricing, there seemed to be a lot of confusion around what is realistic to ask.

My main observation is that in many cases the assumptions were based on what a vendor wanted to get, rather…

Oliver Rochford

Oliver is a Security Subject Matter Expert at Brim Security

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