How to Influence the Invisible Cybersecurity Buyer
In this on-demand interview, ISMG leaders Ron Glucksman, Managing Director of Growth Strategy, and Anna Delaney, Executive Director of Productions, unpack the new realities of cybersecurity marketing — where traditional funnels no longer capture how modern buyers make decisions.
They explore how today’s best-performing marketing teams are using intent-driven intelligence and trusted content ecosystems to uncover hidden demand long before it appears in the pipeline. You’ll learn how to identify which accounts are actively researching, understand what topics are driving their interest, and engage key decision-makers before your competitors even know they’re in play.
Drawing on insights from leading cybersecurity brands, Ron and Anna reveal how marketers can build authentic trust in the communities where real conversations — and real purchase decisions — happen. The discussion offers a step-by-step look at how to shift from chasing leads to influencing buyers earlier, turning invisible prospects into visible opportunities that convert faster and more efficiently.
In this interview, learn how to:
- Spot the Invisible Buyer
Learn how to detect when target accounts are actively researching cybersecurity solutions — and which decision-makers are driving the conversation. See how intent-driven intelligence turns anonymous activity into actionable insight that fuels pipeline from day one. - Earn Trust in the Right Places
Cybersecurity buyers don’t want another cold pitch or gated PDF. Discover how to engage them in the trusted ecosystems where they already seek guidance — from respected industry publications to peer-led discussions and thought leadership podcasts. - Balance Brand and Pipeline
Short-term pipeline goals matter. But long-term brand trust sustains growth. Find out how top marketers are achieving both — aligning intent data with credible content to accelerate deals today while strengthening their position for tomorrow. - Accelerate Sales with Buyer Intelligence
See how integrating real-time buyer insights into Salesforce helps marketing and sales teams align around the same intelligence. The result: faster cycles, smarter outreach, and measurable revenue impact.
This is your roadmap to winning with today’s disappearing buyer. Intent data, trusted ecosystems, and authentic engagement — all working together to turn invisible prospects into visible opportunities.