Rather than being industry-specific, our data shows that governance is key in determining whether a business understands and mitigates its cyber risk. If you tried to sell a cyber policy to a chief information security officer ten years ago, they might take the pitch as an accusation that they can’t do their jobs. That’s now changed, with most businesses today recognizing cyber as a corporate risk. But there’s still a perception gap. For example, businesses that outsource their IT infrastructure may claim they have no cyber risk, when in fact cyber insurance is vital for any business that uses computers. It's all about education. We must better explain what impacts cyber risk and what that risk entails, and how the true value of cyber insurance isn’t the words in a policy but the proactive prevention services that come with them. Here are six things every successful cyber broker knows.