How Remarkable CISOs Use Influence to Drive Lasting Impact

The Chief Information Security Officer (CISO) has emerged as one of the most critical roles in any organization. The increasing sophistication of cyber threats, coupled with growing regulatory requirements and stakeholder expectations, has transformed the CISO’s responsibilities from merely overseeing technical security measures to being a strategic leader driving organizational resilience.

Today, a CISO must not only defend against threats but also align cybersecurity initiatives with broader business objectives, ensuring security serves as an enabler of growth rather than a hindrance.

This shift underscores the need for influence as a cornerstone of effective CISO leadership. While technical expertise and knowledge of cybersecurity protocols remain essential, they are no longer sufficient. Modern CISOs must wield influence to inspire action, foster collaboration, and drive results across an organization where they often lack direct authority over many critical functions. As organizations adopt decentralized and hybrid operating models, cybersecurity decisions are increasingly made outside the traditional IT domain, further emphasizing the importance of building trust and rapport.

Influence, as a key intangible skill, extends beyond technical discussions. It involves relationship-building, understanding organizational priorities, and communicating in a way that resonates with diverse stakeholders. A CISO’s ability to influence executives, board members, and department leaders often determines whether cybersecurity is seen as a vital business function or a cost center. This article explores how influence has redefined the role of the CISO, and why it is instrumental in achieving lasting impact in an organization.

The Shift in Leadership Expectations

Historical Overview of the CISO Role

The role of the CISO has undergone a significant transformation over the past two decades. In its early iterations, the CISO was largely viewed as a technical expert, responsible for implementing firewalls, intrusion detection systems, and other security technologies. The primary focus was on fortifying the organization’s digital perimeter and responding to incidents. This approach worked well when cybersecurity threats were less pervasive and confined to specific, predictable attack vectors.

As organizations began to digitize their operations and adopt complex IT infrastructures, the limitations of this narrow, technical focus became evident. The CISO’s responsibilities expanded to include governance, risk management, and compliance, reflecting the broader implications of cybersecurity on business continuity. Security leaders were expected to be risk managers who could assess and mitigate threats in alignment with the organization’s strategic objectives.

In the last decade, the rise of cloud computing, remote work, and Internet of Things (IoT) technologies has further decentralized decision-making around technology adoption and cybersecurity practices. No longer confined to IT, these decisions often occur within business units, marketing teams, or even external vendors. This shift has positioned CISOs as strategic leaders who must orchestrate security efforts across diverse stakeholders while addressing the unique challenges of each business function.

From Technology Expert to Strategic Leader

Modern CISOs are no longer evaluated solely on their technical acumen but also on their ability to influence and lead. A successful CISO today must function as a bridge between technical teams and business executives, translating complex cybersecurity concepts into actionable insights that resonate with non-technical stakeholders. This requires a deep understanding of both the business landscape and human behavior.

The role now encompasses advocacy and diplomacy, often requiring the CISO to secure buy-in for initiatives without formal authority. For instance, implementing organization-wide cybersecurity training might necessitate convincing human resources and department heads to prioritize and allocate resources toward the program. Similarly, integrating security protocols into product development processes might require persuading developers and project managers to adopt a security-first mindset.

Organizational Structures and Responsibilities Beyond IT

In many organizations, the decentralization of technology has become the norm. Departments often deploy their own software solutions, cloud services, and productivity tools without involving the IT team, a phenomenon known as shadow IT. While these practices can enhance agility and innovation, they also introduce significant cybersecurity risks. As a result, the CISO must influence decisions in areas they do not directly control, such as procurement, vendor management, and even marketing technology platforms.

To succeed, CISOs must foster cross-functional collaboration, ensuring that security considerations are embedded into processes across the organization. This involves working closely with leaders in finance, operations, legal, and other departments to align security priorities with business objectives. For example, a CISO might collaborate with the marketing team to ensure that customer data collected through digital campaigns is protected in compliance with data privacy regulations.

Building these relationships requires a combination of credibility, emotional intelligence, and strategic vision. A CISO must demonstrate their understanding of the unique challenges faced by each department while positioning cybersecurity as a partner in achieving their goals. This shift in expectations has elevated the CISO role from a purely operational position to one of strategic importance, with a direct impact on the organization’s reputation, financial stability, and competitive advantage.

The Demand for Cross-Functional Relationships

The growing complexity of cybersecurity risks necessitates a holistic approach that transcends traditional boundaries. Cyberattacks today often exploit human vulnerabilities or supply chain weaknesses, rather than just technical flaws. This has prompted a greater emphasis on fostering a culture of security throughout the organization, a task that requires extensive collaboration.

For example, phishing attacks remain one of the most common and effective methods used by cybercriminals. Mitigating this risk requires more than technical defenses; it involves educating employees about recognizing and reporting suspicious emails. To implement such initiatives effectively, the CISO must collaborate with the HR and training teams to design and deliver engaging programs.

Similarly, regulatory compliance is an area where cross-functional relationships are indispensable. Regulations such as the General Data Protection Regulation (GDPR) or the California Consumer Privacy Act (CCPA) impose stringent requirements on how organizations handle sensitive data. Compliance efforts often require input from legal, finance, and IT teams, as well as oversight from the CISO to ensure that security measures align with legal obligations.

This need for cross-functional collaboration underscores the importance of influence in the CISO’s toolkit. By building trust, demonstrating empathy, and aligning cybersecurity initiatives with the organization’s broader goals, CISOs can drive meaningful change even in areas where they lack direct control.

The Foundations of Influence

Influence is a critical skill for CISOs, enabling them to guide decisions, drive action, and foster a culture of security within their organizations. Unlike formal authority, influence relies on intangible factors such as trust, credibility, and an understanding of stakeholder needs. These elements form the foundation upon which effective CISOs build their ability to impact decisions and outcomes.

Trust as the Cornerstone of Influence

Trust is arguably the most important component of influence. Without trust, even the most compelling arguments or innovative ideas will fail to resonate. For CISOs, trust manifests in two key dimensions: the personal trust stakeholders have in the CISO as a leader and the organizational trust in the security team’s competence and reliability.

How to Earn Trust Across Business Units
Earning trust requires consistent effort and alignment with the organization’s values and goals. Here are several strategies:

1. Transparency: CISOs must be honest and clear about risks, challenges, and successes. For example, when presenting a potential cybersecurity threat, being transparent about its implications and the required resources fosters credibility.
2. Accountability: Owning outcomes—both successes and failures—demonstrates reliability. If a security breach occurs, addressing it head-on rather than deflecting blame builds respect.
3. Empathy: Understanding and addressing the unique pressures faced by different business units shows that the CISO values their perspectives. For instance, tailoring security protocols to minimize disruptions for a marketing team working on a high-stakes campaign signals empathy and collaboration.

Leveraging Credibility and Consistency
Credibility is built through a combination of expertise and reliability. Stakeholders need to believe that the CISO has a deep understanding of cybersecurity and a consistent track record of delivering results.

• Showcasing Expertise: CISOs can enhance credibility by staying informed about emerging threats, regulatory changes, and technological advancements. Sharing insights in internal meetings or industry forums reinforces their reputation as thought leaders.
• Delivering Consistent Results: Repeatedly executing security projects on time and within budget builds trust over time. Predictability in performance is reassuring to stakeholders.

Understanding the Needs and Goals of Different Stakeholders
An effective CISO knows that influence is not about imposing security measures but aligning them with the organization’s broader objectives. This requires a nuanced understanding of the priorities of various stakeholders.

• C-Suite and Board Members: These stakeholders prioritize risk management, regulatory compliance, and return on investment. CISOs must frame cybersecurity initiatives in terms of business continuity, reputation protection, and financial stability.
• Department Heads: Operational leaders often prioritize efficiency and minimal disruptions. Positioning security measures as enablers rather than obstacles—for example, showing how multi-factor authentication improves both security and user convenience—can foster buy-in.
• IT and Security Teams: Internal teams value clear guidance, support, and opportunities for professional growth. Building trust within the team ensures that security efforts are executed effectively and collaboratively.

By focusing on trust, credibility, and stakeholder alignment, CISOs can lay a strong foundation for influence that extends beyond their immediate sphere of control. This foundation not only enhances the CISO’s effectiveness but also contributes to a more secure and cohesive organization.

The Role of Relationship Building

The ability to build and sustain strong relationships is essential for a CISO’s success. Cybersecurity touches every aspect of an organization, and the CISO must work with diverse stakeholders, often without direct authority over them. Developing meaningful connections not only facilitates collaboration but also strengthens the CISO’s ability to influence decisions, create alignment, and drive results.

Developing Meaningful Connections

Meaningful relationships go beyond transactional interactions; they are built on mutual respect, understanding, and shared goals. For CISOs, fostering these connections requires genuine engagement with colleagues across departments and levels of the organization.

Building Alliances Within and Outside IT
The role of the CISO extends far beyond the IT department, requiring partnerships with a wide array of business units. Here’s how CISOs can build effective alliances:

• Within IT: Collaborating closely with IT teams is foundational for operational success. Establishing trust with IT leaders ensures that security measures are integrated seamlessly into technology initiatives, such as cloud migrations or infrastructure upgrades.
• With Business Units: Non-IT departments often make decisions that impact cybersecurity, such as selecting third-party vendors or handling customer data. CISOs can build alliances by involving these teams early in security planning and demonstrating how security supports their objectives.
• External Relationships: Vendors, regulators, and industry peers also play critical roles in a CISO’s ecosystem. Engaging regularly with external stakeholders enhances the CISO’s access to resources, insights, and best practices.

Strategies for Networking with Key Business Leaders
Building relationships with senior leaders requires a strategic approach, given their limited time and competing priorities.

1. Understand Their Language: Senior executives often prioritize profitability, growth, and risk mitigation. Tailoring conversations to align with these priorities—such as framing cybersecurity as a tool for protecting the bottom line—resonates more effectively.
2. Be Proactive: Instead of waiting for security issues to arise, CISOs should proactively engage leaders by offering insights or proposing initiatives that address emerging threats or regulatory changes.
3. Collaborate on Shared Goals: Identifying mutual objectives, such as enhancing customer trust or ensuring regulatory compliance, creates a strong basis for collaboration. For instance, partnering with the legal department to address data privacy concerns aligns security and compliance efforts.
4. Leverage Informal Interactions: Casual conversations at events or during breaks can help establish rapport. Personal connections often pave the way for professional collaboration.

The Long-Term Value of Cultivating Trust Over Time

Strong relationships require consistent effort and patience to cultivate. A CISO’s ability to influence decisions often depends on the depth and quality of these connections.

Trust as a Catalyst for Collaboration
When stakeholders trust the CISO, they are more likely to:

• Seek Advice Early: Departments are more inclined to involve the CISO during the planning stages of projects, ensuring that security is integrated from the outset.
• Support Security Initiatives: Trusted CISOs face less resistance when proposing changes, such as adopting new technologies or revising protocols.
• Advocate on Their Behalf: Leaders who trust the CISO can become internal champions for security, advocating for its importance during strategic discussions.

Resilience in Challenging Times
During crises, such as a data breach or ransomware attack, the strength of relationships often determines the organization’s response effectiveness. A CISO with established trust and strong connections can rally teams quickly, gain executive support, and secure the resources needed to mitigate the incident.

Expanding Influence Beyond the Organization
Relationships outside the organization are equally valuable. For example, participating in industry forums or cybersecurity consortia allows CISOs to share knowledge, gain insights, and influence broader trends. These external relationships also serve as vital resources during incidents that require collaboration, such as addressing supply chain vulnerabilities.

Relationship Building in Practice

CISOs who prioritize relationship building often find that their influence extends far beyond their immediate responsibilities. By being approachable, empathetic, and strategic, they can turn potential resistance into cooperation and transform cybersecurity into a shared organizational value.

Key Traits of Influential CISOs

Exceptional CISOs possess a unique blend of technical expertise and interpersonal skills that set them apart as leaders. In addition to their mastery of cybersecurity, they leverage intangible qualities such as charm, curiosity, and emotional intelligence to build relationships, influence stakeholders, and drive meaningful change. These traits are not innate; they can be cultivated and refined through experience and conscious effort.

Charm and Its Role in Fostering Engagement

Charm, while often undervalued in technical roles, is a critical asset for influential CISOs. It helps build rapport, ease tensions, and create an environment where stakeholders feel heard and respected. Charm doesn’t imply manipulation; rather, it is about being personable, approachable, and authentic in interactions.

How Being Personable Creates Opportunities

1. Encourages Open Dialogue: A charming CISO fosters an environment where stakeholders are comfortable discussing their challenges and concerns, even if those issues intersect with security risks. For example, a department head might admit to bypassing a security protocol if they feel the CISO will respond constructively.
2. Breaks Down Resistance: When proposing changes that may initially face pushback, a charismatic demeanor can disarm skepticism. People are more likely to consider new ideas when they are presented by someone they trust and like.
3. Strengthens Boardroom Presence: In executive meetings, charm allows the CISO to engage the audience and make complex topics more relatable. For example, using analogies, humor, or storytelling can transform a dry presentation on cybersecurity into a compelling narrative.

Curiosity as a Driver for Learning and Understanding

Curiosity is another hallmark of influential CISOs. It fuels a continuous desire to learn, explore new perspectives, and understand the intricacies of the organization and its people.

Asking the Right Questions and Listening Actively

1. Uncovering Stakeholder Priorities: By asking insightful questions, CISOs can identify the goals and challenges of various departments. For instance, asking the marketing team about their concerns regarding customer data can reveal gaps in data protection practices.
2. Anticipating Emerging Risks: Curiosity about industry trends, technological advancements, and evolving threat landscapes helps CISOs stay ahead of potential risks. Attending conferences, engaging with peers, and reading widely are habits of curious security leaders.
3. Building Stronger Relationships: Active listening demonstrates respect and attentiveness, which strengthens connections. When stakeholders feel heard, they are more likely to collaborate and support the CISO’s initiatives.

Balancing Technical Expertise with Emotional Intelligence

While technical expertise establishes credibility, emotional intelligence (EQ) enables CISOs to navigate the complexities of organizational dynamics. EQ encompasses skills such as empathy, self-awareness, and interpersonal communication, all of which are vital for building trust and fostering collaboration.

Empathy in Decision-Making
Empathy allows CISOs to see issues from the perspective of their colleagues, balancing security priorities with business needs. For example:

• Understanding that a sales team under tight deadlines may resist additional security protocols can lead to the development of streamlined, user-friendly solutions.
• Acknowledging the frustrations of employees adapting to new security measures can guide the creation of more effective training programs.

Adaptability and Conflict Resolution
Emotionally intelligent CISOs are adept at managing conflicts and adapting their communication style to suit different audiences.

• When facing resistance, they approach discussions with patience and a collaborative mindset, turning disagreements into opportunities for alignment.
• By adjusting their tone and level of detail—whether speaking to engineers or board members—they ensure their messages resonate effectively.

Building Resilient Teams
EQ also plays a pivotal role in leadership. CISOs with high emotional intelligence create inclusive environments where team members feel valued and motivated. They recognize individual strengths, offer constructive feedback, and inspire their teams to embrace a shared vision for security excellence.

The Synergy of Charm, Curiosity, and Emotional Intelligence

When combined, these traits create a powerful foundation for influence. A CISO who is charming can engage stakeholders effectively, while curiosity ensures they remain informed and relevant. Emotional intelligence allows them to navigate complex relationships with empathy and tact. Together, these qualities elevate the CISO’s ability to lead, inspire, and drive lasting impact across the organization.

Influence in Action: Practical Strategies

Theoretical knowledge of influence is essential, but the real impact of a CISO lies in how they put these principles into practice. By leveraging storytelling, data-driven insights, and a shared organizational vision, CISOs can effectively influence decisions and inspire action, even in complex environments where they lack direct authority.

Storytelling to Communicate the Value of Cybersecurity

Storytelling is a powerful tool for making complex or abstract cybersecurity concepts relatable to a diverse audience. By framing technical topics within compelling narratives, CISOs can connect emotionally with stakeholders, highlight the stakes of inaction, and showcase the broader value of security initiatives.

Why Storytelling Works

• Simplifies Complexity: Cybersecurity concepts like zero-trust architecture or advanced persistent threats can be daunting for non-technical stakeholders. Using analogies and real-world examples makes these topics accessible.
• Captures Attention: A well-told story engages the audience, making them more likely to remember key points. For example, sharing a case study about a company that suffered a costly breach due to lax controls can resonate more than presenting raw statistics.
• Drives Emotional Engagement: Stories evoke empathy and help stakeholders see the human impact of cybersecurity decisions, such as protecting customer data or safeguarding employees from phishing attacks.

Examples of Effective Storytelling

1. Illustrating Risks: When explaining the importance of regular software updates, a CISO might share the story of the WannaCry ransomware attack, which exploited outdated systems to cause global disruption.
2. Highlighting Successes: Telling the story of how a security measure prevented a breach—such as a phishing simulation catching a potential threat—can reinforce the value of proactive defenses.
3. Engaging the Board: Using narratives that tie cybersecurity to business outcomes, such as protecting intellectual property or ensuring regulatory compliance, can strengthen board-level support.

Influencing Decision-Making Through Data and Insights

Data is another essential component of influence. When used effectively, it can clarify risks, justify investments, and guide decisions. The key lies in presenting cybersecurity data in a way that resonates with business leaders and aligns with their priorities.

Presenting Cybersecurity Risks in Business-Centric Language
CISOs must translate technical metrics into terms that stakeholders understand and value.

• Risk Quantification: Instead of emphasizing the number of vulnerabilities identified, describe the potential financial or reputational impact of those vulnerabilities if exploited. For example, “This weakness could result in downtime costing $500,000 per day.”
• Comparative Analysis: Use benchmarking to show how the organization’s security posture compares to industry standards or competitors.
• Trends and Predictions: Present data trends over time to highlight improvements or emerging risks, helping stakeholders see the bigger picture.

Visualizing Data for Maximum Impact
Effective visualization can make complex data more digestible and engaging.

• Dashboards: Use executive-level dashboards to present key performance indicators (KPIs) such as incident response times, compliance scores, or phishing test results.
• Heatmaps: Display areas of high risk across the organization, such as departments or systems requiring urgent attention.
• Graphs and Infographics: Summarize trends, such as the rising prevalence of specific attack vectors, in a visually compelling format.

Championing a Shared Vision for Organizational Success

Influence is most effective when it is tied to a shared vision. By positioning cybersecurity as a strategic enabler rather than a roadblock, CISOs can align their efforts with organizational goals, fostering greater collaboration and support.

Aligning Cybersecurity with Business Objectives

1. Revenue Protection: Highlight how robust security prevents downtime, protects intellectual property, and ensures uninterrupted business operations.
2. Customer Trust: Emphasize the role of security in protecting customer data and preserving the organization’s reputation. For example, compliance with GDPR or CCPA can be framed as a competitive advantage.
3. Innovation Enablement: Demonstrate how security supports digital transformation initiatives, such as cloud adoption or the rollout of customer-facing applications.

Involving Stakeholders in the Vision

1. Collaborative Planning: Involve department leaders in developing security strategies that impact their teams. This ensures buy-in and aligns security measures with operational needs.
2. Recognition and Celebration: Acknowledge and reward contributions to cybersecurity from across the organization, reinforcing a sense of shared responsibility.
3. Communicate the “Why”: Regularly articulate the broader purpose behind security initiatives, such as safeguarding jobs, protecting customers, or fulfilling regulatory obligations.

Bringing It All Together

Practical strategies such as storytelling, data-driven communication, and a shared vision enable CISOs to bridge the gap between technical requirements and organizational priorities. By focusing on what matters most to their audience, CISOs can drive decisions that elevate security from a back-office function to a core element of business strategy.

Overcoming Challenges

CISOs operate in a dynamic and often high-pressure environment where they must navigate resistance, conflicting priorities, and the complexities of their organization’s structure. Their ability to influence without formal authority is frequently tested, especially during crises or when cybersecurity is deprioritized. Overcoming these challenges requires a combination of strategic thinking, adaptability, and resilience.

Addressing Resistance or Indifference from Other Departments

Resistance to cybersecurity initiatives is a common obstacle. Departments may perceive security measures as disruptive or irrelevant to their goals. Similarly, indifference can stem from a lack of understanding about the importance of cybersecurity.

Strategies to Mitigate Resistance

1. Engage Early: Proactively involve departments in discussions about security initiatives to address concerns upfront. For example, consulting with the marketing team before implementing data protection measures ensures their needs are considered.
2. Customize Messaging: Tailor the rationale for security measures to each department’s priorities. A sales team might respond positively to messaging about protecting customer trust, while the finance team may prioritize compliance and risk reduction.
3. Showcase Benefits: Demonstrate how security measures support operational efficiency or enhance existing processes. For example, showing how a single sign-on system simplifies user authentication can turn resistance into enthusiasm.

Combatting Indifference

1. Raise Awareness Through Education: Regular training sessions, workshops, and updates about emerging threats help employees understand the role of cybersecurity in their work.
2. Share Real-World Examples: Case studies of organizations that suffered significant breaches due to negligence or weak controls can create a sense of urgency.
3. Highlight Leadership Buy-In: When executives prioritize cybersecurity, it sets a precedent for the rest of the organization. Citing CEO or board-level support for initiatives can motivate employees to take security seriously.

Navigating Conflicts of Interest Without Formal Authority

Conflicts of interest often arise when departmental goals clash with security objectives. For example, a team might push for rapid deployment of a product while security protocols demand additional testing.

Approach Conflicts Collaboratively

1. Focus on Shared Goals: Frame security as a means to achieve the organization’s broader objectives, such as customer satisfaction, innovation, or compliance.
2. Facilitate Compromise: Work with stakeholders to find solutions that balance speed, efficiency, and security. For example, implementing interim controls during development cycles can allow progress while mitigating risks.
3. Escalate Strategically: If necessary, escalate unresolved conflicts to senior leadership, ensuring you present a balanced perspective with recommendations for resolution.

Maintaining Influence During Crises or High-Pressure Scenarios

Crises such as data breaches or ransomware attacks test a CISO’s ability to lead and influence under pressure. These situations often require swift decision-making and cross-functional coordination.

Leadership During Crises

1. Stay Calm and Focused: A composed demeanor reassures stakeholders and facilitates clear thinking during high-stress situations.
2. Communicate Transparently: Regular updates to stakeholders, including the status of the crisis, the steps being taken, and expected outcomes, build trust and confidence.
3. Empower Teams: Delegating responsibilities and trusting team members to execute tasks ensures a coordinated response and prevents bottlenecks.

Leveraging Pre-Established Relationships
Crisis situations are much easier to manage when strong relationships have already been built. Departments that trust the CISO are more likely to cooperate during emergencies, whether it’s providing necessary resources or following incident response protocols without hesitation.

Overcoming Organizational Silos

Silos within organizations can hinder communication, create redundancies, and slow down the implementation of security measures.

Breaking Down Silos

1. Foster Cross-Functional Collaboration: Establish regular forums or committees where representatives from different departments can discuss security-related issues and initiatives.
2. Encourage Knowledge Sharing: Promote transparency by sharing security metrics, lessons learned from incidents, and updates on threats with the entire organization.
3. Leverage Technology: Tools like shared dashboards or collaboration platforms can improve visibility and coordination across teams.

Building Resilience as a Leader

The challenges CISOs face are not static; they evolve as threats, technologies, and organizational priorities change. Developing resilience is critical to navigating this complexity effectively.

Practices for Building Resilience

1. Continuous Learning: Staying updated on industry trends, emerging threats, and leadership techniques ensures the CISO remains adaptable and informed.
2. Seek Feedback: Regular feedback from peers, teams, and other stakeholders provides valuable insights into areas for improvement.
3. Cultivate a Support Network: Engaging with other CISOs or participating in industry groups can offer guidance, validation, and innovative ideas for overcoming challenges.

To recap, overcoming challenges as a CISO requires a proactive, empathetic, and adaptable approach. By addressing resistance, managing conflicts, and demonstrating leadership during crises, CISOs can navigate even the most difficult situations while maintaining their influence and driving lasting impact.

Case Studies and Real-World Examples (Hypothetical Scenarios)

While it is useful to learn from past successes and failures, projecting future scenarios helps CISOs and security leaders prepare for what lies ahead. In this section, we’ll explore hypothetical scenarios in which CISOs use their influence to drive cybersecurity success and overcome challenges. These scenarios illustrate how a CISO’s ability to foster relationships, build trust, and engage key stakeholders can lead to transformative outcomes in cybersecurity, even without direct authority.

Scenario 1: Influencing Executive Leadership to Prioritize Cybersecurity

The Situation:
A CISO at a mid-sized organization is faced with a board that views cybersecurity as a “back-office” concern, rather than a critical component of business strategy. The company is undergoing a digital transformation initiative, with several new technologies being implemented rapidly, including cloud infrastructure, AI-driven data analytics, and increased use of SaaS applications. The executive team is focused on growth and innovation, and cybersecurity is not seen as an enabler but rather an obstacle to progress.

The Influence Strategy:
The CISO understands that to succeed, they need to shift the mindset of the leadership team from viewing security as an afterthought to understanding it as a business imperative. The first step is to leverage data to tell a compelling story. The CISO organizes a series of one-on-one meetings with key executives, using specific examples from the company’s industry to highlight the risks of not addressing cybersecurity. The CISO presents data showing the financial and reputational costs of recent high-profile breaches within their sector. They also share potential business opportunities that could be realized through a strong security posture, such as gaining customer trust or meeting regulatory compliance requirements ahead of competitors.

The Outcome:
By presenting the business case for robust cybersecurity practices, grounded in data and industry insights, the CISO is able to convince the leadership team to prioritize cybersecurity as part of the digital transformation strategy. The result is increased investment in security resources, which includes hiring additional personnel and integrating security into product development processes from the outset. Furthermore, cybersecurity is now viewed as a driver of innovation, not a hindrance, with executives making security a focal point during their strategy meetings. The CISO’s influence has created a more secure and growth-oriented environment for the organization.

Scenario 2: Building Cross-Functional Alliances to Improve Incident Response

The Situation:
A CISO at a large corporation is faced with a recurring problem: the organization’s response to cybersecurity incidents, such as data breaches or malware attacks, is slow and uncoordinated. The IT team is quick to identify issues, but other departments—such as legal, communications, and customer service—are often left scrambling when an incident occurs. The lack of coordination results in delayed responses, poor communication with external stakeholders, and negative press coverage.

The Influence Strategy:
Rather than waiting for the next incident to occur, the CISO proactively works to build strong relationships across departments to streamline incident response processes. The CISO organizes a series of cross-functional workshops, bringing together representatives from IT, legal, HR, communications, and other business units. During these sessions, the CISO facilitates discussions on how each department plays a role in incident response, emphasizing the importance of collaboration and preparedness.

Additionally, the CISO champions the creation of a joint incident response plan that includes input from all relevant stakeholders. This plan outlines each department’s responsibilities, communication protocols, and predefined steps to take when an incident arises. The CISO also advocates for regular tabletop exercises, where these departments simulate a cybersecurity incident to practice their roles and refine the response process.

The Outcome:
When a real-world security incident eventually occurs, the organization is ready. Thanks to the CISO’s efforts to build relationships and align all relevant departments, the incident response is swift, coordinated, and efficient. Legal is able to manage compliance requirements seamlessly, communications quickly issue a clear message to the public, and the IT team resolves the issue without major operational disruptions. The media coverage of the incident is more favorable than in previous incidents, and the company experiences minimal reputational damage. The CISO’s ability to influence stakeholders and foster collaboration has transformed the organization’s approach to cybersecurity, ensuring a more resilient and unified response to future incidents.

Scenario 3: Navigating a Budget Crisis Through Influence and Strategic Prioritization

The Situation:
A CISO at a global enterprise is facing a significant budget cut as part of a broader company-wide cost-saving initiative. Despite the challenges this presents, the CISO knows that cybersecurity risks are growing, particularly as the company expands into new regions with different regulatory requirements. The budget cut could severely impact the cybersecurity team’s ability to maintain critical systems, respond to new threats, and stay compliant with regulations.

The Influence Strategy:
Instead of accepting the budget cut as inevitable, the CISO uses their influence to present a compelling case for maintaining—or even increasing—the cybersecurity budget. The first step is to frame the issue in business terms rather than technical terms. The CISO gathers data on the potential financial costs of a major security incident, such as a data breach or regulatory fine, and compares these figures with the proposed budget reductions. They also highlight the organization’s growth strategy and the need for enhanced cybersecurity to support expansion into new markets.

The CISO also works closely with department heads and other key leaders to identify areas where cybersecurity spending could be optimized. By showing the interconnectedness between cybersecurity and business objectives, the CISO helps the leadership team understand that cutting cybersecurity investments could jeopardize the company’s expansion and long-term profitability.

The Outcome:
The CISO successfully influences the executive leadership team to rethink their approach to budget cuts. Instead of cutting the cybersecurity budget, the company opts to reallocate funds from other areas of the business that are less critical to the company’s core operations. The CISO’s influence not only protects cybersecurity funding but also ensures that key projects—such as the implementation of a next-generation firewall and enhanced employee training—proceed as planned. The CISO’s ability to engage with key stakeholders and frame cybersecurity as a business enabler, rather than a cost center, has helped secure the necessary resources to safeguard the organization’s future.

Scenario 4: Influencing a Culture Shift Toward Cybersecurity Awareness

The Situation:
A CISO at a mid-sized retail company faces a major challenge: employees across the organization do not take cybersecurity seriously, resulting in frequent security breaches caused by human error, such as employees clicking on phishing emails or using weak passwords. While the IT team has implemented strong technical controls, the company’s lack of a cybersecurity-aware culture leaves it vulnerable to attack.

The Influence Strategy:
The CISO recognizes that changing employee behavior requires more than just technical solutions; it requires a cultural shift. To achieve this, the CISO embarks on a campaign to engage employees and raise awareness about the importance of cybersecurity in a way that resonates with their everyday concerns. The CISO collaborates with HR, communications, and department heads to launch an organization-wide cybersecurity awareness program that is engaging, interactive, and tailored to each department’s needs.

The program includes fun, gamified training modules, regular phishing simulations, and “lunch and learn” sessions where employees can ask questions about security in a casual setting. The CISO also encourages department leaders to champion security best practices, leveraging their influence to help reinforce the message. By making cybersecurity part of the company’s broader culture and ensuring that employees understand how their actions impact the organization’s security posture, the CISO fosters a more security-conscious workforce.

The Outcome:
Over time, the culture within the company begins to shift. Employees are more vigilant about security, phishing attempts decrease significantly, and incidents of weak passwords are reduced. The company also sees a reduction in the number of breaches caused by human error. The CISO’s ability to influence organizational culture has led to a safer work environment, with employees taking ownership of their part in protecting company data and systems.

These hypothetical scenarios demonstrate how CISOs can use their influence to drive positive change, improve cybersecurity practices, and ensure that security is a business priority. Through strategic relationship-building, persuasive communication, and an ability to understand and address the needs of various stakeholders, CISOs can shape outcomes that safeguard their organizations and foster a culture of cybersecurity awareness. While these are potential future scenarios, they serve as a guide to the transformative role that influence will play in the future of cybersecurity leadership.

Measuring the Impact of Influence

Measuring the effectiveness of a CISO’s influence can be challenging, given that much of it is intangible. Unlike technical metrics like the number of security incidents or the percentage of systems patched, the impact of influence is often felt in the form of trust, collaboration, and alignment across the organization. However, by identifying key performance indicators (KPIs) and correlating them with cybersecurity outcomes, CISOs can demonstrate the value of their influence and its contribution to the organization’s broader goals.

Key Metrics for Evaluating Relationship-Building Efforts

Building influence within an organization is largely about cultivating relationships. Here are some ways to measure the success of relationship-building efforts:

1. Stakeholder Engagement
   One of the most direct indicators of influence is the level of engagement a CISO has with key stakeholders across the business. Measuring engagement can involve:
   • Frequency of Meetings and Communications: How often does the CISO meet with leaders from various departments (e.g., finance, legal, marketing)?
   • Quality of Engagement: Is the CISO invited to participate in strategic discussions? Are their recommendations considered and acted upon?
   • Cross-Departmental Collaboration: Tracking the number of collaborative initiatives between IT, security, and other departments can indicate the extent of trust and influence a CISO has built across silos.
2. Survey Feedback from Key Stakeholders
   Direct feedback from business leaders, department heads, and other key stakeholders is a valuable metric. This can be gathered through surveys or informal check-ins that measure:
   • Trust in the CISO’s Judgment: How confident are leaders in the CISO’s ability to identify and manage cybersecurity risks?
   • Perceived Value of Cybersecurity Initiatives: How well do stakeholders understand the strategic value of cybersecurity efforts, such as their impact on customer trust, compliance, or operational efficiency?
3. Support for Security Initiatives
   Tracking the degree of support for cybersecurity initiatives can give insight into the CISO’s influence. This includes:
   • Approval Rates for Security Budgets: Has the CISO been successful in securing the necessary funding for cybersecurity initiatives?
   • Alignment with Organizational Goals: Are security measures being integrated into business operations from the outset (e.g., during product development, marketing campaigns, or vendor selection)?
4. Employee Security Awareness and Engagement
   Another important aspect of influence is the ability to drive a security-aware culture across the organization. Metrics in this area include:
   • Participation in Security Training: The percentage of employees actively engaging in security awareness training programs.
   • Behavioral Changes: The frequency of security best practices being followed by employees, such as the use of multi-factor authentication or the reporting of phishing attempts.
   • Reduction in Security Incidents: A decline in human errors, such as clicking on phishing emails or failing to update passwords, can indicate successful culture-building efforts.

Correlation Between Influence and Cybersecurity Outcomes

While measuring the intangible impact of influence can be difficult, it can be correlated with tangible cybersecurity outcomes. Key outcomes to track include:

1. Reduction in Cybersecurity Incidents
   One of the most direct ways to measure the CISO’s influence is by assessing the frequency and severity of cybersecurity incidents before and after strategic initiatives. Metrics to evaluate:
   • Incident Frequency: Are there fewer security breaches, data leaks, or attacks over time?
   • Incident Impact: How much damage has been mitigated, in terms of both financial loss and reputational harm?
   • Incident Response Efficiency: How quickly and effectively the organization responds to incidents, which may be a reflection of cross-departmental coordination and preparedness.
2. Improvement in Risk Posture
   A well-established influence strategy can result in improved overall security and risk posture. Metrics to evaluate:
   • Security Maturity: Regular security assessments (such as NIST or ISO 27001 audits) can show improvements in the organization’s security maturity level.
   • Vulnerability Remediation Times: The speed at which vulnerabilities are identified and remediated can reflect the effectiveness of the CISO’s influence on the IT and development teams.
   • Compliance Success: The CISO’s ability to align cybersecurity practices with regulatory requirements (such as GDPR, CCPA, or HIPAA) can be another indicator of successful influence.
3. Employee Retention and Satisfaction in Security Roles
   Strong leadership and influence also contribute to a positive work environment, especially within the security team. Measuring this can include:
   • Employee Turnover Rates: A decrease in turnover among security staff may indicate that employees feel valued and are committed to the organization’s security goals.
   • Job Satisfaction Surveys: Regularly measuring security employees’ job satisfaction and engagement can reflect the CISO’s leadership effectiveness.
4. Customer Trust and Loyalty
   Given the increasing importance of data privacy and security, a company’s reputation can be significantly impacted by its cybersecurity efforts. Measuring the correlation between the CISO’s influence and customer trust can include:
   • Net Promoter Score (NPS): This metric gauges customer loyalty and can reflect their confidence in the company’s security practices.
   • Customer Retention Rates: A company with strong cybersecurity measures in place is more likely to retain customers who value data privacy and protection.
   • Public Perception: Monitoring media mentions and customer feedback after cybersecurity initiatives are implemented can offer insights into how the organization’s reputation is evolving.

Using Qualitative Feedback to Measure Influence

In addition to quantitative metrics, qualitative feedback plays a critical role in understanding the impact of a CISO’s influence. Regularly gathering insights from internal stakeholders, such as:

• Executive Interviews: Direct conversations with senior leadership can shed light on how well the CISO is engaging with the broader business. Are executives feeling more confident in the organization’s cybersecurity posture?
• Security Culture Assessments: Conducting assessments of organizational security culture can provide feedback on how well the CISO’s influence is being felt throughout the company. For example, using focus groups or informal feedback from staff on how they perceive the security initiatives and the CISO’s leadership can offer valuable insights.

Measuring the impact of a CISO’s influence is not always straightforward, but it can be done by tracking a combination of qualitative and quantitative metrics. By evaluating engagement levels, cybersecurity outcomes, and cultural shifts within the organization, CISOs can demonstrate how their influence has contributed to the broader success of the cybersecurity program and the organization as a whole. These insights can help CISOs refine their strategies, garner continued support, and enhance their leadership effectiveness.

The Future of CISO Leadership

The role of the Chief Information Security Officer (CISO) has evolved significantly over the past few decades, and as technology continues to advance, so too will the expectations placed on this critical leadership position. Looking ahead, the future of CISO leadership will be shaped by emerging trends, increased complexities in the cybersecurity landscape, and a growing emphasis on influence over authority. The next generation of CISOs will need to adapt to these changes, integrating both strategic thinking and soft skills, particularly influence, to effectively safeguard their organizations.

Emerging Trends in Cybersecurity Leadership

1. Decentralization of Technology Decisions
   One of the most significant changes in the IT landscape is the decentralization of technology decisions across the organization. In the past, CISOs typically had authority over the entire IT infrastructure and its security. Today, however, technology decisions are being made more autonomously by business units outside of the IT department, especially in areas like cloud computing, software as a service (SaaS) applications, and data management.
   
   This shift creates a challenge for CISOs, who may no longer have direct control over critical technology resources.In this environment, CISOs will increasingly need to influence leaders across various departments, from marketing to finance, in order to ensure that cybersecurity is prioritized across all aspects of business operations. The ability to build trust and align cybersecurity initiatives with broader business goals will be crucial. The CISO’s role will evolve from simply enforcing policies to becoming a trusted advisor who helps business units understand the risks associated with their technology choices and how they can mitigate them.
2. Growing Complexity of Cyber Risks
   As businesses become more reliant on digital technology, the complexity and scope of cyber risks will continue to grow. Emerging technologies like artificial intelligence (AI), the Internet of Things (IoT), and blockchain introduce new attack surfaces and vulnerabilities, while cybercriminals become more sophisticated in their tactics. Additionally, the increasing prevalence of remote work, the rise of nation-state cyber threats, and the growing regulatory landscape all contribute to the complexity of managing cybersecurity.In response to these challenges, CISOs will need to adopt a more holistic, risk-based approach to cybersecurity.
   
   Rather than focusing solely on preventing attacks, they will need to prioritize resilience, ensuring that their organizations can rapidly recover from incidents and continue to operate smoothly. This shift will require CISOs to collaborate more closely with business leaders, data scientists, and risk management professionals to understand the broader context of risks and develop strategies that can be implemented organization-wide.The ability to navigate this increasingly complex landscape will require a mix of deep technical knowledge, strategic thinking, and strong relationship-building skills. By influencing key stakeholders and fostering a culture of cybersecurity awareness, CISOs can help their organizations stay one step ahead of evolving threats.
3. The Integration of Cybersecurity into Business Strategy
   Historically, cybersecurity has often been seen as a siloed, technical function. However, as cyber threats have become more pervasive and damaging, organizations are increasingly recognizing that cybersecurity is not just an IT issue but a business issue. This is reflected in the growing trend of integrating cybersecurity into overall business strategy. Moving forward, CISOs will need to become more involved in business decision-making processes. They will need to partner with executives to ensure that cybersecurity is embedded in every aspect of the business—from product development and vendor selection to customer service and marketing strategies.
   
   The ability to influence decision-makers and ensure that cybersecurity is a top priority at all levels of the organization will be a defining trait of successful CISOs.This integration of cybersecurity into business strategy will also require CISOs to understand and communicate how security initiatives align with the company’s broader objectives. Whether it’s protecting customer data, ensuring business continuity, or maintaining compliance with regulations, the CISO will need to demonstrate how cybersecurity adds value to the organization and supports its long-term goals.
4. Increased Focus on Data Privacy and Compliance
   As data breaches and privacy violations become more common, organizations are under increasing pressure to ensure that they are compliant with a growing array of data privacy regulations, such as GDPR, CCPA, and the evolving global landscape of privacy laws. As data privacy and protection become more of a priority for consumers and regulators, the CISO’s role will become increasingly tied to legal and compliance issues.
   
   CISOs will need to develop deep expertise in data privacy laws and work closely with legal and compliance teams to ensure that the organization remains in compliance. They will also need to influence executives to ensure that security measures align with regulatory requirements and build a culture of privacy within the organization. With customer trust at stake, CISOs will need to ensure that data protection is not an afterthought but a core part of the organization’s values and operations.

Why Influence Will Remain a Critical Skill for the Next Generation of CISOs

While the technical skills required to be a CISO will always be important, influence will become even more critical as organizations navigate a rapidly evolving cybersecurity landscape. Here are a few reasons why influence will continue to be a defining trait of successful CISOs:

1. Securing Resources and Buy-In
   With cybersecurity budgets often competing for attention in organizations with limited resources, the CISO’s ability to influence senior leadership and key stakeholders will be essential to secure the funding and support necessary to implement effective security measures. Influence allows CISOs to demonstrate the business value of cybersecurity investments, ensuring that security is prioritized at the executive level.
2. Building Cross-Functional Partnerships
   As discussed earlier, the decentralization of technology decisions and the integration of cybersecurity into business strategy require CISOs to work closely with leaders in various departments. By building strong relationships and fostering collaboration, CISOs can ensure that security is incorporated into business operations from the outset and that all stakeholders are aligned with the organization’s security goals.
3. Shaping Organizational Culture
   The effectiveness of a CISO is not just measured by the technical controls they put in place but by the culture of security they create within the organization. As cyber threats become more sophisticated, ensuring that employees understand their role in maintaining cybersecurity will be paramount. Through influence, CISOs can build a security-aware culture, empowering employees to act as a first line of defense against threats.
4. Navigating Crisis Situations
   In times of crisis—whether it’s a data breach, a ransomware attack, or a regulatory violation—the CISO’s ability to influence stakeholders becomes even more crucial. In these high-pressure situations, strong leadership, clear communication, and the ability to rally the organization around a common goal are essential. CISOs who can maintain composure, influence decisions, and keep stakeholders aligned during crises will be better positioned to protect their organizations and recover quickly.

CISO leadership will continue to be shaped by an increasing reliance on influence rather than authority. With the rise of decentralized technology decisions, the growing complexity of cyber risks, and the integration of cybersecurity into broader business strategies, CISOs must adapt to an ever-changing landscape. By cultivating strong relationships, fostering collaboration, and building a security-aware culture, CISOs will not only protect their organizations from evolving cyber threats but also contribute to the organization’s long-term success.

As the cybersecurity landscape continues to evolve, CISOs who master the art of influence will be best positioned to lead their organizations through the challenges ahead, ensuring that cybersecurity is not just a technical necessity but a strategic advantage.

Conclusion

It might seem counterintuitive to suggest that influence, rather than technical expertise, will define the success of future CISOs. Yet, as technology becomes more decentralized and cyber threats more complex, it is precisely the ability to inspire, collaborate, and lead through influence that will differentiate the most successful cybersecurity leaders.

The next generation of CISOs will need to be skilled diplomats, able to weave security into the fabric of the organization’s culture and strategy. This requires not just understanding cybersecurity but also the motivations, needs, and language of business leaders. As companies continue to rely on cross-functional teams to drive growth, the CISO’s role as a bridge between IT and business functions will become more critical. Looking ahead, CISOs must prioritize cultivating relationships with key stakeholders across the enterprise and aligning security with organizational goals.

The first next step is for current and future CISOs to invest in leadership training, particularly in the areas of communication, relationship-building, and emotional intelligence. The second step is to begin fostering a culture of cybersecurity awareness across all levels of the organization, ensuring that security is embedded into everyday decision-making. The future of cybersecurity leadership is not about controlling every decision—it’s about earning trust and empowering others to act with security in mind.

If CISOs can master the art of influence, they will not only protect their organizations but drive long-term strategic success. Ultimately, the most effective CISOs will be those who not only anticipate the future but shape it through their ability to inspire action and change. The power of influence is not just a tool—it is the key to the future of cybersecurity leadership.