Security vendors focus on meeting the needs of buyers instead of the people who actually use their products.

Here’s what that really means for your security setup:

Some CISOs view an impressive dashboard featuring claims such as "100% coverage" and "AI-powered threat detection." They approve the purchase.

At the same time, their SOC team deals with endless false alarms, struggles with awkward interfaces, and must manually integrate data from tools that don’t work well together.

This isn’t a mistake. It’s intentional.

Vendors focus on:
- Making their products look good in presentations, not in real-world use
- Adding features that help win contracts, not features that make the tools easy to use
- Addressing executive worries about compliance, not what practitioners actually need
- And majority of the sales teams have no clue what they are actually selling

The result is tools that look great in vendor demos but let you down in the middle of the night when your team is dealing with a real security incident.

I’ve seen security teams leave behind costly "enterprise solutions" and switch to open-source tools and Python scripts. It’s not about being rebellious, it’s because they need tools that actually get the job done.

The hard truth is that nothing will change until the people buying these tools are also the ones using them, or until users have control over the budget.

Your $500,000 security platform might look good on paper, but ask the person on call if it actually helps them work more efficiently.

The difference is where real security risks can be found.