Analyst Chat #295: Independent ROI - A New Model for Cybersecurity Investment
From KuppingerCole Analysts by KuppingerCole Analysts
April 14, 2026 · 16 min
About this episode
The episode discusses a new model for validating ROI in cybersecurity investments through independent research and customer interviews.
What does an enterprise technology product actually deliver — in hard numbers? In this episode, Matthias Reinwarth sits down with Jonathan Care, KuppingerCole Analysts' newly appointed AI Practice Lead, for a behind-the-scenes look at a brand new research format: the Product Value Navigator (PVN) . Key Topics: ✅ Why enterprise tech buying is broken — and what's missing from analyst rankings ✅ What the Product Value Navigator is and how it works ✅ How KuppingerCole independently validates ROI through real customer interviews and financial modeling ✅ Who the PVN is built for: CISOs, IT leaders, procurement teams, and vendors ✅ The first published PVN: ManageEngine PAM360 — 219% independently validated ROI ✅ What's next on the PVN roadmap: flexible modeling tools and competitive analysis In a world flooded with vendor-funded research and AI-generated content, truly independent economic validation has never been more valuable, or more necessary.
People in this episode
Host: Matthias Reinwarth
Guest: Jonathan Care
Topics covered
- cybersecurity investment
- ROI validation
- enterprise technology
- analyst rankings
- financial modeling
- customer interviews
- independent research
Keywords
- ROI
- cybersecurity
- enterprise technology
- Product Value Navigator
- ManageEngine PAM360
- financial modeling
- analyst rankings
- independent research
Mentioned in this episode
Organizations: KuppingerCole Analysts
Products: Product Value Navigator, ManageEngine PAM360
Places: CISOs, IT leaders, procurement teams, vendors
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