Herzberg's argument for why brand matters unusually much in cybersecurity: buyers of security products behave the way buyers of insurance behave. Nobody wants to become the story of "we bought the wrong vendor and got breached," so purchasing defaults to whoever is perceived as the category leader rather than to a rigorous feature-by-feature evaluation. Being seen as the leader becomes self-reinforcing in a way that outweighs marginal product differences.
She pairs this with a market-size claim: even though cloud infrastructure feels ubiquitous, an estimated only 15-20% of infrastructure has actually moved to the cloud — evidence, in her framing, that cloud security is still a large, underpenetrated, fast-growing market rather than a mature one.
This is a specific mechanism behind the brand leg of Four Sources of Hard-to-Copy Advantage (Brand, Network Effects, Technology, Scale)'s four sources of hard-to-copy advantage: in an insurance-like category, brand-as-perceived-leader is a moat because it changes buyer default behavior, not just buyer preference.