Things worth arguing about

The market organised itself by category rather than by risk. Five sensible purchases later, you own the gaps between them — and so does your attacker.

Every major vendor shipped it within twelve months. Any vendor still selling it as their differentiator is telling you something about the rest of their pitch.

Palo Alto bought CyberArk. SailPoint bought Entro. When your vendor becomes a line in a bigger platform’s roadmap, your roadmap changes too.

Not because reviewers are lazy. Because you asked a manager to re-approve four hundred rows they approved last time, and they are rational people.

They count savings from vendors nobody retired. At renewal somebody checks, and the credibility goes with it.

If it says everything is fine without showing you the scope and the date, it is marketing. Ours included — hold us to it.