CISO Series Podcast Take Two-Factor Authentication and Call Me in the Morning
Feb 3, 2026
Janet Heins, CISO at ChenMed, brings healthcare security leadership and practical advice. They talk about how vendor inbound failures and peer referrals shape buying, the tension of reporting lines and independence under constraints, choosing opaque-but-secure vendors over transparent but weak ones, and designing security where patient safety and clinician workflows matter.
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Route Intent Straight To Sales
- Integrate marketing with sales so inbound intent routes directly to sales rather than a content queue.
- Treat website forms as a sales function to respond immediately when prospects show intent.
Inbound Neglect Harms Vendor Wins
- Vendors obsess on outbound outreach while neglecting their inbound door and forms.
- CISOs often avoid vendor forms because past experiences show they lead nowhere.
Find External Advocates
- If you report into an executive who creates risk, recruit advocates outside that chain like legal, finance, or risk management.
- Get those advocates into performance review and funding conversations to protect security priorities.
