Esquema Detallado del Curso
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
- Questions