Delivering Business Outcomes through Security (BLSS)

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