• How to Sell Security to Local Governments, Mayors, and Councils with Kush Sharma

  • Feb 5 2025
  • Length: 38 mins
  • Podcast

How to Sell Security to Local Governments, Mayors, and Councils with Kush Sharma

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  • Episode Summary: Marketing and selling cybersecurity to local government isn't like pitching to a Fortune 500 company—it’s an entirely different game. In this episode, Kush Sharma, Director of Municipal Modernization and Partnerships at MISA Ontario, joins Gianna and Maria to pull back the curtain on how cybersecurity budgets are actually won (and lost) in the public sector. Key highlights: [03:45] What is MISA Ontario? – Kush explains how his organization supports municipalities in IT & cybersecurity. [07:30] Advocating for Cybersecurity in Government – Who controls the budget, and how do you convince them? [12:15] Selling Cyber to Mayors & Councils – Why traditional cyber risk talk doesn’t work, and how to translate it into real-world concerns. [17:40] Marketing & Politics in Cybersecurity – Understanding political motivations and tailoring the message to different decision-makers. [23:10] The Budget Battle – How cybersecurity leaders can secure funding (even when compliance isn’t enough). [28:45] Cyber Threats in 2025 – Why Ransomware is still the #1 concern for municipalities. [34:20] Startups & Government Cybersecurity – Why smaller vendors need to rethink how they sell to local government. [40:00] Building Cybersecurity Programs at Scale – From the City of Toronto to all of Ontario, how to scale security efforts. Links and Resources Mentioned: Knight Spectre Website Follow Kush on LinkedIn MISA Ontario Website Be sure also to follow our hosts on LinkedIn: 👉Gianna Whitver 👉Maria Velasquez Thank you for tuning in to another episode of Breaking Through in Cybersecurity Marketing. You can join the Cybersecurity Marketing Society on our website, main LinkedIn page, or podcast LinkedIn page, and keep up with us on Twitter. See you in the next episode!
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