How to Sell to a CISO

In this must-listen episode of The Enterprise GTM Podcast, Pavi Ramamurthy, Global CIO and CSO of Blackhawk Network, shares a candid and deeply insightful look into the world of enterprise security, tech innovation, and risk management. From managing massive fraud prevention systems behind the gift cards you see at Target, to navigating startup pitches and the realities of AI adoption—this is a masterclass in modern IT and security leadership.

💡 What You’ll Learn:

• How Pavi balances business priorities vs. security risks

• Why startup founders need to drop the pitch and start a real conversation

• The surprising cost of switching vendors—even if the tech is “10x better”

• Why shadow AI isn’t so different from shadow IT—and how to manage both

• The power of CISO communities and peer recommendations

• Why “best-of-suite” often wins over “best-of-breed” in today’s enterprise deals

• What makes a new security vendor stand out—or get silently passed over

• The magic wand wish that Pavi has from startups

💬 Memorable Quote:

“I ask one question before investing in any solution: What’s the cost of not doing this?”

“Know your CISO!”

👀 Who Should Listen:

• Founders and startups pitching to the enterprise market

• Security and IT professionals navigating risk and innovation

• Anyone curious about how real enterprise decisions get made