Security's Great Disconnect: Why Vendors Are Losing The Trust Of The Practitioners They Serve
theCUBE research, Friday, July 25th, 2025
I spend my days talking to CISOs, analysts, and engineers. I sit in on vendor briefings, read the latest industry reports, and, like many of you, I scroll through the forums where real practitioners share their uncensored frustrations. And a clear, frankly alarming, theme is emerging: a deep and widening disconnect between the cybersecurity solutions being sold and the realities of the teams on the ground.
Vendors are locked in a feature war, marketing a utopian vision of automated, AI-driven security with bells, whistles, knobs, and switches. Meanwhile, practitioners are drowning in a sea of 'solutions' that often create more problems than they solve. They're battling clunky user interfaces, fighting for budget to implement frameworks sold as turnkey products, and growing more cynical by the day.
This isn't just a messaging problem; it's a fundamental breakdown in the vendor-customer relationship. It's a vendor blind spot of massive proportions, and it's creating an opportunity for significant disruption. To survive, vendors must overhaul their entire business model, shifting from product-led feature showcases to outcome-driven, advisory partnerships.