You Can't Say No to Your Vendors

You can't actually say no to a vendor. Ask any room of CISOs how many of them have the power to walk away from a vendor relationship over cyber risk, and the honest answer is almost none. So if leverage is mostly an illusion, what actually moves a vendor to fix their exposure?

In this episode, Jeffrey Wheatman, Bob Maley, and Ferhat Dikbiyik dismantle the idea that third-party risk is about power and rebuild it around something more useful: collaboration. They dig into why the questionnaire-led, finger-wagging approach fails, how to communicate risk in dollars and cents that the business will actually act on, and why the relationship you build before an incident matters far more than any contract clause after one.

In this episode, you will learn:

Why "saying no" was never the CISO's job, and what the real role is
How to turn a contract into a collaboration tool instead of a weapon
Why intelligence-led outreach beats questionnaire fatigue every time
How to communicate vendor risk so business stakeholders actually respond
What to do when a hard-to-replace vendor won't budge
Why the first interactions with a vendor set the tone for the entire relationship

If you have ever felt ignored by a vendor who has bigger customers than you, this conversation will change how you show up to the table.

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