Security | Threat Detection | Cyberattacks | DevSecOps | Compliance

Why do so many vendors still get it wrong when selling to security leaders? Welcome to Razorwire, the podcast where we share our take on the world of cybersecurity with direct, practical advice for professionals and business owners alike. I’m Jim and in this episode, I’m joined by Marius Poskus, CISO at a fintech organisation and host of the Cyber Diaries podcast, and Simon Woods, co-founder of One Compliance and a salesperson who’s been working in cybersecurity sales for over 15 years.

Desperate sales outreach rarely works because it feels generic and self serving from the first line. A better approach starts with real research, a relevant human detail and a message that proves you paid attention before trying to earn the conversation.

The 4 digital asset use cases banks are monetizing in 2026: custody, stablecoin transaction banking, trading and brokerage, and tokenization. John Hallahan, Director of Business Solutions and Advisory for EMEA at Fireblocks, walks through how leading banks are building a single horizontal infrastructure stack to deliver across all four use cases, with real customer examples from BNY, ABN AMRO, Revolut, Banking Circle, JPMorgan, Citi, and DBS.