SE Labs

Special Edition
Computer security testing comment and analysis from SE Labs

DE:CODED – Selling Security: The Insider’s Guide

“You’re thinking: How much truth is in that report?”

DE:CODED is the official podcast from SE Labs.

Listen on Apple Podcasts Listen on Spotify Listen on Google Podcasts Listen on Stitcher RSS Feed

Or play all Series 1 episodes here | and on YouTube

🥇 Winner of the Best Up & Coming Podcast 2021 award 🥇

Show notes for series 1, episode 5

Companies spend trillions on cyber security each year. But how do they decide which products and services are the best?

Annual Report 2021

Selling Security – The Insider’s Guide

We dig down into the sometimes shady world of cyber security sales, market analysis and product testing. How do the relationships work between clients, salespeople, analysts, testers and the media?

This episode contains opinions from testers, ex-testers, a security vendor and a major security buyer. You won’t have heard such a well-rounded and honest discussion about an industry so fraught with smoke and mirrors.

Simon Edwards (SE Labs) talks to special guests Allison Elizondo (ex-NSS Labs, now SentinelOne) and Nabil Khokhar (ex-Glencore, now DarkGuard)

Please subscribe and join the discussions.

Sign up to our newsletter!


  • Introduction to Selling Security – The Insider’s Guide
  • The importance of security testing
  • How vendors do/ should work with testers
  • What makes a good tester?
  • How do large companies choose security products?
  • Analysts and the media
  • Security conferences are dead
  • Bad testing of bad products
  • Corrupt testers


Peek further behind the curtain with DE:CODED Circle.

If you would like access to exclusive, private content from the security testers at SE Labs, please consider applying to join DE:CODED Circle.

DE:CODED Circle is a moderated, vetted community built with the goal of sharing threat intelligence and business-focussed security knowledge to responsible peers.

Apply to DE:CODED Circle now.


Please send your comments, questions and concerns to


SE Labs Ltd is a private, independently-owned and run testing company that assesses security products and services. The main laboratory is located in Wimbledon, South London. It has excellent local and international travel connections. The lab is open for prearranged client visits.


SE Labs Ltd
Hill Place House
55A High Street
SW19 5BA

020 3875 5000