Delivering Business Outcomes through Security (BLSS) – Outline
Детальна програма курсу
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
