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Delivering Business Outcomes through Security (BLSS)

Course Description Schedule Course Outline
 

Course Overview

Security is often an afterthought (sometimes after an incident), rather than as an essential IT Service that enables business to happen reliably and with agility. The right way to start a security discussion with customers is to lead with the business value of Cisco’s security solutions.

The Business Led Security Selling Workshop enables Cisco and Partner AM’s to position Cisco security solutions as a business enabler. It is an interactive workshop, in which the students work through different aspects of a case study to identify the key business opportunities, potential solutions and the associated security risks. Using this information, students form a proposition, positioning Cisco security solutions as a positive benefit to enable the customer’s business objectives to be met.

Who should attend

The primary audience for this workshop is the Sales Professional working mid-market and enterprise accounts.

Class Prerequisites

Prior to attending this course, students should take the freely available 1 hour and 20 minutes “Security Foundation Training E-Learning” on the Partner Education Connection (PEC).

What You Will Learn

After attending this course, you will be able to:

  • Understand the Business Context behind security decisions
  • Create the CxO pitch for Cisco Security Solutions
  • Profile the customer through Fact Finding & Qualification
  • Link Initiatives to Business Solutions to Security Concerns
  • Identify company assets, Vulnerabilities, threats, risks and impacts
  • Link Business Solutions to Security Concerns
  • Determine customers' return on security investment
  • Articulate Cisco security architecture and solution portfolio
  • Handle Objections relevant to Cisco's Security solutions

Outline: Delivering Business Outcomes through Security (BLSS)

Security Fundamentals Overview
  • Basic Security Principles
  • Security Architecture
  • Review of “Security Foundation Training E-Learning
Essentials of Selling Security
  • Customer Concerns, Business Transformation & Initiatives
  • Understanding Business Transformation & Initiatives
  • Linking Initiatives to Security Concerns
  • Addressing Security Concerns & Positioning Cisco Security
  • Objection Handling
  • Role-Play Exercise
  • Sources of CIO Success
  • Ranking of CIO Business Strategies
  • What is most likely to get the CIO’s attention
  • Security Threats & concerns
Business Transformation & Business Initiatives
  • What is Business Transformation?
  • Business Initiatives as an Sales Enabler
  • From Products to Architectures
  • Linkage with Security
  • Video Case Study
  • Workshop Exercise: “Initiatives & Business Value”
Understanding the Customer
  • Understanding your Customers
  • Who is concerned about Security
  • Understanding your customer’s business
  • Understanding relevant Security Issues
  • Business Decision Maker Concerns
  • Technical Decision Maker Focus
  • Company Profile – Current Situation
  • Current Security Context
Fact Finding & Qualification
  • Information that we should know
  • Existing business pain points and challenges
  • Identifying business initiatives
  • Business Assets
  • Relevant Threats
  • Previous Security Breaches
  • Security Compliance
  • Where do we find this information?
  • Workshop Exercise: “Finding Relevant Information”
Link Business Initiatives to Security Solutions
  • Workshop Exercise: “Linking Business Initiatives to Business Concerns”
  • Business Implication or Solution
  • Risk Assessment
  • Risk Assessment Methodology
  • Workshop Exercise: “Identify Assets & the Asset Value”
  • Workshop Exercise: “Identify the Threats & Threat Criticality”
  • Workshop Exercise: “Identify the Vulnerabilities and Assess Risk”
  • Workshop Exercise: “Link Business Solutions to Security Solutions”
  • Risk Assessment Summary
  • Workshop Exercise: “Positioning the Security Solution”
Return on Investment
  • Security and ROI
  • What is ROI?
  • Total Cost of Ownership (TCO)
  • Return
  • Cost Saving Benefits
  • Revenue/Productivity Benefits
  • Quantifying Returns
  • Cost Avoidance
  • Improved Finances
Positioning Cisco Security & Objection Handling
  • Architectural Approach Benefits
  • The Architectural Approach
  • Sell Benefits of an Architecture and Potential Problems
  • Levitt’s Rings
  • Positioning Cisco Security
  • Workshop Exercise: “Cisco Security Positioning Statement”
  • Where do Objections come from?
Security as a Business Enabler - the Pitch
  • Constructing a Pitch
  • SCIPAB: S (Situation), C (Complication), I (Impact), P (Position), A (Action), B (Benefit)
  • Workshop Exercise: “Create a pitch to the CxO”
  • Summary
  • Questions
Classroom Training

Duration 1 day

Price
  • United States: US$ 695
  • Cisco Learning Credits: 7 CLC
Enroll now
Online Training

Duration 1 day

Price
  • United States: US$ 695
  • Cisco Learning Credits: 7 CLC
Enroll now