The proof points security buyers actually trust live somewhere your campaigns do not. The result is wasted spend on prospects who will never make it past the SE-deck reality-distortion field.
Verified practitioner proof exists, but never makes it into the paid, partner, or analyst surfaces your buyers actually read.
EDR, XDR, CNAPP and SASE comparison pages are the moment shortlists form. Most cyber vendors show up there as a footnote.
The numbers that hold up in a 90-day red team are the ones from peers, not pitches. Demand gen rarely surfaces them.
Boards now expect verified practitioner evidence in every category briefing. Most vendors cannot supply it on demand.