← Mod 14 · Events & Field Marketing
Field marketing motion · Executive Influence

Executive Influence Play

Create strategic trust at the CISO and CIO level. Move target accounts forward through multi-threading, peer recommendation, and strategic narrative — not through volume.

Best for

  • Evanta and Gartner CISO programs
  • Private CISO dinners and roundtables
  • Industry-specific CISO forums
  • Board-adjacent risk and resilience events
  • Curated vendor-hosted executive sessions

Expected output

  • Account multi-threading inside target accounts
  • Strategic narrative reach into the CISO peer network
  • Expansion opportunities in existing customers
  • Board / C-suite credibility for category claims
  • Peer-referral pipeline (longest compounding return)

How to run it

Earn the room with substance. Deliver a frame the audience hasn't heard. Host a real discussion, not a moderated panel. Build dinner formats where senior executives talk to senior executives — vendor presence is the host, not the speaker. Pipeline follows over quarters, not weeks.

Common mistake

Treating a CISO dinner like a sales meeting. The room knows. A vendor that runs a forty-five-minute deck at a curated CISO event does not get invited back, and the peer network finds out fast.