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.
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:
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:
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), Cross-Layered Detection and Response (XDR), Endpoint Detection and Response (EDR), and Managed Detection Response (MDR).
Bitdefender is a global security technology company that delivers solutions in more than 100 countries through a network of value-added alliances, distributors and reseller partners. Since 2001, Bitdefender has consistently produced award-winning business and consumer security technology, and is a leading security provider in virtualization and cloud technologies. Through R&D, alliances and partnership teams, Bitdefender has elevated the highest standards of security excellence in both its number-one-ranked technology and its strategic alliances with the world’s leading virtualization and cloud technology providers.View all posts
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