What I've learned is they don't need problems solved, managing problems is their job, they want data they can use as leverage to drive agendas in higher level c

What I've learned is they don't need problems solved, managing problems is their job, they want data they can use as leverage to drive agendas in higher level conversations that get them money/resources. Security people make their livings managing a black box of uncertainty and producing spectacles on behalf of whoever needs them as an ally for an agenda, and when you solve a problem that reduces that uncertainty, you reduce their leverage and value to their stakeholders. The only valuable security products will be ones that serve that need. The rest are science projects, imo. I can replace security consultants with a SaaS product on a large number of engagements, but that breaks the economics of the compliance game. Regarding psychology, it may be a darker journey than you expect. :)