How do you convince your executive team of the value of a penetration test?

You can present an overview of dozens of vulnerabilities, log files from intrusion detection systems, or network diagrams full of VLANs, firewalls, and subnets. You might also point out inadequate patch management on critical servers, external APIs without throttling, the risk of privilege escalation in Active Directory, or outdated TLS configurations. “Uh, what exactly do you mean?” is pretty much the last thing you heard.

To you, all of this sounds logical and urgent, but to a CEO or CFO, it’s just a jumble of abstract terms; they can’t visualize what this means for customers, processes, or the organization’s continuity. The result: no penetration test. If something goes wrong, you’ll still be held accountable.

Communication is crucial. Executives will listen if you outline scenarios that address their concerns. For example, it’s easy to demonstrate that a single phishing email opened by mistake can grant access to HR, CRM, and financial systems. The impact can be enormous: damage to reputation, loss of customers, and fines.

Discuss undesirable scenarios to make the impact tangible. For example: “Suppose an attacker uses this access point to manipulate billing data, causing payments to be delayed or processed incorrectly. This directly leads to a loss of revenue and dissatisfied customers.” In short, the choice of words is crucial, but it’s also important to align with the direction chosen by senior management.

Management doesn't like problems (who does?). That's why it's even better to talk about solutions—preferably in the form of several alternatives. Provide an estimate of the financial impact of implementing or not implementing the solution—in this case, a penetration test. A positive attitude is more likely to get them to take action.

Management is more likely to invest if it supports strategic goals. Therefore, first ensure that these goals are clearly defined. For example, a penetration test can help you achieve or maintain ISO 27001 certification: by identifying and addressing vulnerabilities, you demonstrate that the organization is systematically working on information security and risk management. This not only strengthens compliance but also builds customer and partner confidence in the quality and security of your services.

Talk about impact, know the strategic goals, and understand what’s going on in the business. You’ve already read about that. But before you pitch a penetration test, it’s advisable to involve managers from other departments as well. Harness the power of the collective. For HR, a penetration test can demonstrate how employee and payroll data remain protected against data breaches in accordance with GDPR guidelines. Logistics can gain insight into the vulnerabilities of planning and supply chain systems. Customer Service can see how customer portals and communication channels remain protected, ensuring that service continues uninterrupted. By specifically linking this impact to the day-to-day responsibilities of each department, you’ll build broad support and increase the likelihood that senior management will approve the proposal.

Results matter. If they’re positive, it will undoubtedly be easier to secure funding again. That’s important, because a penetration test isn’t a one-time event. Therefore, be sure to communicate along the way about how penetration tests impact business continuity, quality, productivity, and security.

OneXillium complies with recognized information security standards and holds ISO 27001:2022 and CCV 2.0 penetration testing certifications. Learn more on the penetration testing page or contact us.

Even if you need a little extra persuasion, we're happy to help.