I was recently talking to a good friend of mine who was listening to my explanation of our new Risk Sentry security risk assessment service. In helping me to develop my sales message, I helped him realize that every company needs this service. He is a high level director, in charge of acquisitions for a global corporation that everyone would recognize. He played the role of C-Suite executive and came at me with the typical mindset. “We are a large company who has been around for over 100 years and we know what our risks are.” I asked if he felt their IT systems were secure. “Our IT department has hundreds, no thousands of employees watching our infrastructure with the best security systems and we stop millions of intrusion attempts a day.” I reminded him of well known, global retailer with a likely equal physical and IT security presence which had a network breach that compromised millions of credit card users’ data. He was shocked to learn that the vulnerability came through the HVAC system’s corporate network connection and that such vulnerabilities were known by many of us prior to that breach. “That’s the story you need to be telling”, he said.