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CISO Value Distillery: Methodology

A hands-on, 6-week value amplification and creation cohort course for cybersecurity sales professionals who want to efficiently create and retain CISO relationship capital for long-term, predictable business growth.

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Course Overview

Over six weeks, you will interact in live, weekly sessions led by Dmitriy Sokolovskiy, CISO and CSO at Avid Technology, to understand the world of the cybersecurity practitioner, optimize conversation starters, improve connection rates, and successfully translate product capabilities into business outcomes for your buyers better than before. 

You will also have the opportunity to attend weekly office hours with Dmitriy to review any course material, ask him anything, validate the learnings you put into action, and maintain progress in your business.

As an added bonus: You’ll be able to connect and network with fellow students in a private communityget access to course content, weekly presentations (forever), and put insights and your learnings to use in your day-to-day work with a bank of templates and frameworks.

Requirements & Notes

The CISO Value Distillery: Essentials course is a pre-requisite to participate in the full CISO Value Distillery Cohort Program from April 4-May 9, 2023.

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Learn from practicing security executives

Get systematic and focus instruction from C-suite security Faculty with decades of practical experience.

Communicate business value in every interaction

Successfully translate product capabilities into business outcomes for your buyers better than before.

Provide solution <> buyer context

Recommend and provide the correct offer to the appropriate buyer, at the right time.

Successfully connect with buyers

Optimize conversation starters and enable your customers by leading with curiosity and empathy.

What will you achieve?

By the end of this course, you'll have a core understanding of:

  • How to measure your maturity as a vendor using metrics that matter to your buyers
  • How to identify the right product capabilities and appropriate phases of the sales process that CISOs would value
  • How to gauge where a CISO is coming from—their operational style, context-specific responsibilities, and the maturity of their infosecurity program
  • How to use this new trove of information to find the best time, and the best way, to engage with the CISO, increasing conversion probability for the sales pipeline
  • How to deliver the right collateral and assistance as part of the pre-sales and post-sales process
Enroll for the Cohort

Looking to learn as a team? No sweat. We do team rates, too.

If you're looking to get a team of three or more educated and informed on CISO value creation, please speak to Dani about team rates at [email protected].

Meet Your Instructor


Dmitriy is the Lead Instructor and Principal CISO Advisor at Audience 1st.

His cybersecurity leadership experience goes back to 2007, while his rich IT industry experience goes back to 1998.

In his 11 years at CyberArk Software, a leader in 2022 Gartner Magic Quadrant for Privileged Access Management, Dmitriy helped grow the company until it went public, and beyond. He later became CyberArk’s cloud security architect during the development and launch of their first SaaS products.

In 2018, Dmitriy left CyberArk and advised dozens of information security startups in product and go-to-market strategy. He has been serving in these advisory roles all while also fulfilling his duties as the CISO and CSO at Avid Technology, a comprehensive platform used by the world’s most prominent media & entertainment companies and award-winning artists to produce film, television, music content, and more—from creation to monetization.

Dmitriy is very engaging when speaking.

"The course was very informative to hear a CISO's perspective. Not all IT security professionals are as qualified as Dmitriy so the different types of CISOs session was very important."

What are the Phases of The CISO Value Distillery?

Cohort Program Schedule

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Frequently Asked Questions

Q: When does the program start?

A: Enrollment is now open and the program begins on April 4th. Your dedicated alumni channel will be available once the program starts and indefinitely once the program has concluded.

Q: Who is this program for?

A: This program is built for cybersecurity sales and marketing professionals phasing into the industry or veterans alike, who wish to more deeply understand the role of the chief information security officer and how to more efficiently and effectively turn them into long-term, loyal customers.

Q: How long will I get access to the content once the program’s over?

A: Forever. Pay once, get access to all the curriculum content, bonus footage, fireside chats, interviews, podcast episodes, office hours, alumni channel, templates, and frameworks, for life.

Q: Will I get recordings from the live, weekly presentations?

A: 100%. We’ll upload the presentation recording and slide deck into your dashboard a two to three days after the session and then they’ll be yours to refer back to as often as you would like and for as long as you like.

Q: How long will the program take to complete?

A: Six weeks. After that, the weekly presentations, course materials, and bonus resources, etc., will come to an end; however, you’ll have access to all the materials to learn from for life. The alumni channel will also remain active, allowing you to stay in touch with your program peers.

Q: Are there any pre-requisites or requirements to attend the course?

A: Yes. In order to attend the cohort course, you must complete The CISO Value Distillery: Essentials Course. It is a 3-hour online, self-paced course and is the first step in our hands-on, heads-on value-amplification and value-creation journey for cybersecurity sales professionals of all levels.

In the Essentials Course, we start with the definition of risk, what primary business goals are threatened by risks, what is the biggest risk to business, and different ways of dealing with risks. Next, we dive into the history of the industry-formerly-known-as-cybersecurity and cover major constraints in CISO jobs. Finally, we summarize different CISO types and what value is for each one.

Q: Do you provide team rates if we want to educate a group of professionals?

A: We sure do. If you're looking to get a team of three or more educated and informed on CISO value creation, please speak to Dani about team rates at [email protected].

Save your spot for the upcoming Methodology Cohort Course

If you're looking to get a team of three or more educated and informed on CISO value creation, please speak to Dani about team rates at [email protected].

Enroll for the Cohort