Delivering Business Outcomes through Security

Delivering Business Outcomes through SecurityBLSSFLFast LaneFL-BLSS2.0After attending this course, you will be able to: <ul> <li>Identify the focus of the Security Buyer</li><li>Articulate how Business Transformation impacts Security and delivers positive Business Outcomes</li><li>Discover the Business Context behind security decisions</li><li>Link Business Initiatives to Business Solutions and identify Security Concerns</li><li>Profile the customer and identify the customer’s security context</li><li>Identify Cisco’s security architecture and solution portfolio</li><li>Recognise company assets, vulnerabilities, threats, risks and impacts</li><li>Position Cisco Security Solutions</li><li>Handle Objections relevant to Cisco's Security solutions</li><li>Articulate how Cisco Security Solutions deliver positive Business Outcomes</li></ul>Students should be familiar with basic security concepts and products.The primary audience for this workshop is the Sales Professional working mid-market and enterprise accounts.Essentials of Selling Security <ul> <li>Exercise: ‘Review of basic security knowledge’</li><li>Cisco strategy and focus</li><li>Customer needs and identifying who can influence security purchases</li><li>Criteria that make for a successful CxO</li><li>Current technology trends</li><li>Getting the attention of the security buyer</li></ul> Business Transformation & Business Initiatives <ul> <li>Customer Concerns, Business Transformation & Initiatives</li><li>How Security links to Business Outcomes</li><li>Workshop Exercise: ‘Initiatives to deliver Business Outcomes’</li><li>Linking Initiatives to Security Concerns</li><li>Identifying the customer/workforce experience</li></ul> Understanding the Customer <ul> <li>The importance of a customer’s Security Context</li><li> Workshop Exercise: ‘Identify element of the Company Profile and Security Context’</li><li>Workshop Exercise: ‘Defining Business Implications Needs and Technical Solutions’</li><li>Workshop Exercise: ‘Identifying Customer Needs and Security Threats’</li></ul> Cisco Security Solutions <ul> <li>Cisco Security Strategy</li><li>Comprehensive Security Portfolio</li><li>Security Platform Architecture</li><li>Professional Security Services</li></ul>Determining Security Priorities <ul> <li>What should be our Security focus?</li><li>Risk Assessment Methodology</li><li>Risk Assessment Example</li></ul> Positioning Cisco Security Solutions <ul> <li>Cisco’s Architectural Approach</li><li>Cisco’s security credibility</li><li>Positioning of Cisco’s security solutions</li></ul> Positioning Cisco Security Solutions <ul> <li>Sources of objections</li><li>Overcoming objections</li><li>Workshop Exercise: ‘Overcoming Objections of Cisco Security Solutions’</li></ul> Delivering Business Outcomes with Cisco Security <ul> <li>Workshop Exercise: ‘Creating a Compelling Security Proposition’</li><li>Summary</li><li>Questions</li></ul>After attending this course, you will be able to: - Identify the focus of the Security Buyer - Articulate how Business Transformation impacts Security and delivers positive Business Outcomes - Discover the Business Context behind security decisions - Link Business Initiatives to Business Solutions and identify Security Concerns - Profile the customer and identify the customer’s security context - Identify Cisco’s security architecture and solution portfolio - Recognise company assets, vulnerabilities, threats, risks and impacts - Position Cisco Security Solutions - Handle Objections relevant to Cisco's Security solutions - Articulate how Cisco Security Solutions deliver positive Business OutcomesStudents should be familiar with basic security concepts and products.The primary audience for this workshop is the Sales Professional working mid-market and enterprise accounts.Essentials of Selling Security - Exercise: ‘Review of basic security knowledge’ - Cisco strategy and focus - Customer needs and identifying who can influence security purchases - Criteria that make for a successful CxO - Current technology trends - Getting the attention of the security buyer Business Transformation & Business Initiatives - Customer Concerns, Business Transformation & Initiatives - How Security links to Business Outcomes - Workshop Exercise: ‘Initiatives to deliver Business Outcomes’ - Linking Initiatives to Security Concerns - Identifying the customer/workforce experience Understanding the Customer - The importance of a customer’s Security Context - Workshop Exercise: ‘Identify element of the Company Profile and Security Context’ - Workshop Exercise: ‘Defining Business Implications Needs and Technical Solutions’ - Workshop Exercise: ‘Identifying Customer Needs and Security Threats’ Cisco Security Solutions - Cisco Security Strategy - Comprehensive Security Portfolio - Security Platform Architecture - Professional Security Services Determining Security Priorities - What should be our Security focus? - Risk Assessment Methodology - Risk Assessment Example Positioning Cisco Security Solutions - Cisco’s Architectural Approach - Cisco’s security credibility - Positioning of Cisco’s security solutions Positioning Cisco Security Solutions - Sources of objections - Overcoming objections - Workshop Exercise: ‘Overcoming Objections of Cisco Security Solutions’ Delivering Business Outcomes with Cisco Security - Workshop Exercise: ‘Creating a Compelling Security Proposition’ - Summary - Questions1 Tag695.00530.00550.00550.00695.00695.00695.008125.00890.001150.00695.00890.00890.00890.00475.003090.00890.00890.00890.00890.0011.00