In the Spotlight - 9 - David Koppe

Join us for the launch of a powerful new cybersecurity value selling series in this episode of "In the Spotlight," featuring David Koppe, Head of Value Management at Sysdig and veteran of GE, BMC Software, Bladelogic, and MongoDB.In this deep-dive conversation, David shares actionable insights from 30+ years in enterprise technology and value engineering, including how to translate technical cybersecurity solutions into boardroom-relevant business cases.Key takeaways include:Why “we don’t sell technology”—the mindset shift that unlocks real enterprise valueThree levels of the value conversation: practitioners, economic buyers, and the CFOMeasuring value in cybersecurity: from noise reduction to breach risk mitigationHow to build business value assessments (BVAs) that actually close dealsUsing force multiplier frameworks to communicate the true ROI of AI and automation in securityThe evolving role of CISOs: from operational triage to strategic reporting and board communicationSpecial focus areas include:Coverage vs. risk reduction: quantifying the intangible in cybersecurityAlert fatigue and prioritization: using value as a lens for tooling efficiencyHow AI is changing value realization metrics and customer expectationsTactical KPIs: vulnerability age, critical alert burn-down, MITRE coverage, and moreAbout Our Guest:David Koppe leads the Value Management Office at Sysdig. A pioneer in enterprise value engineering, David has helped define and scale value programs at some of the most innovative B2B software companies over the last three decades. He brings a rare combination of business strategy, sales enablement, and cybersecurity expertise to this must-listen episode.