A solid security blueprint provides customers with knowledge and solution, but a robust sales process and technical requirements are crucial to its success.
A solid security blueprint helps you provide customers with the knowledge and solutions they need to protect their data and systems. But to ensure its success, you need to develop a robust sales process and understand your technical requirements.
What does that mean?
To shed some light, let’s look a little deeper at each of these key areas.
The Cybersecurity Sales Process
Your security blueprint sales process needs to address your key objectives and define your target customers and sales cycle. This helps you understand the solutions your customers need, determine how many leads it will take to convert and generally get a handle on the lead conversion process.
Understanding your customers’ requirements is a crucial step in this process, and you typically have two models available:
What to Offer Customers
At the start of the cybersecurity blueprint sales process, you need to understand how much a customer is willing to risk and how much they’re willing to pay to mitigate it.
You can then cater to customers’ needs using these considerations:
Essential Technical Requirements
Modern organizations face a massive number of attack vectors that threaten everything from their network and operating systems to their devices and users. Security solutions are designed to protect against and respond to one or more attack vectors–a responsibility that becomes more complicated when an attacker uses multiple approaches.
Before implementing a security solution, you first need to assess a customer’s level of risk and how much risk your infrastructure can tolerate. This will likely include their specific requirements, which may fluctuate based on the industry they operate in, the damage an attack could cause and the cost of failing to prevent it.
You need to balance the necessity of security solutions with the cost of implementation.
Typically, you will have three options available:
It’s also essential to have a good understanding of the wide range of solutions available to organizations. For example, customers can often be confused by having to choose between multiple options like security information and event management (SIEM), security orchestration automation and response (SOAR), extended detection and response (XDR), endpoint detection and response (EDR) and managed detection response (MDR).
Discover how Bitdefender can help you define your security sales process by downloading our “From Blueprint to Foundation, Addressing the Gaps in Your Security Design” whitepaper.
This guest blog is part of a Channel Futures sponsorship.
BUSTING MYTHS AND IDENTIFYING LEADS: How to give your sales a boost
Make DE&I a Focus in 2023
Nextiva Layoffs Impact 14% of Workforce, Including Partner Development Leader Hilary Gadda
Make DE&I a Focus in 2023
Make DE&I a Focus in 2023
Make DE&I a Focus in 2023
Make DE&I a Focus in 2023
Make DE&I a Focus in 2023
Session expired
Please log in again. The login page will open in a new tab. After logging in you can close it and return to this page.