This coming earlier than I thought. Cisco's Secure Architecture for Enterprise (SAFE) holds great benefits for Sales & Pre-Sales guys. It can help you win cases and trust with your customers, It helps you present yourself as a Technical Consultant rather than just another sales guy. Lets see how can you win your customers -
You can use SAFE to move your convesation from a Box-Pushing approach to a consultative Approach, You can start the same with the following lines -
“We need help with moving from the concept of a systems-based security solution to actual design and implementation.”
“Market is flooded with lot of separate security products, but no way to coordinate information or threat responses between them.”
“Security is a journey, Its not a destination - its an ever evloving mechanism, and to manage it We need better visibility into what is happening on our network.”
“We need to make sure that our security strategy can meet the demands of the new ways we are doing business.”
Sounds impressive ?? Yes it do !!!
Further to make the communication towards the sales, we start with asking the following questions -
- Do you have a security strategy that supports system-wide intelligence sharing and collaboration, or simply a collection of stand-alone security products?
- Are your business processes well understood? Is your security strategy aligned with your business processes and strategy?
- What business applications, services, and infrastructure changes are being deployed or may be deployed in the next several years?
- Change the discussion from products to risk management: What are the risks associated with your specific business strategy, now and in the future? How do we reduce THOSE specific risks as much as possible?
- What regulatory compliance mandates are required for your organization and what is the status on meeting them? Do you have a systems strategy to meet your security goals and maximize risk reduction.
And as we all know that you can impress customer with your know how of the Enterprise Security designing skills but he would buy it just like that, Just be ready for the lots of questions coming to you, Lets a have a look at few of them -
Question: “I don’t have the budget to completely overhaul my entire security infrastructure.”
Answer: “SAFE is modular in design so you can prioritize improvements and focus on critical places in your network first.”
Question: “What do we do with our current deployment of non-Cisco security products.”
Answer: “While SAFE designs can accommodate non-Cisco security products, it is critical that every component is reassessed in terms of its ability to support business objectives, increase threat visibility, exercise cross-network control, and minimize risk. Cisco services can provide a comprehensive assessment to help you prioritize changes.”
Question: “Isn’t there a risk with having all my security from a single vendor?”
Answer: “SAFE’s defense-in-depth design combines layered best-of-breed security with powerful collaboration to provide maximum risk reduction.”
Question: “I don’t have the expertise to deploy something as comprehensive as SAFE.”
Answer: “Cisco Lifecycle Security Services are available for every phase of SAFE implementation, from assessment and design, to deployment and management.”
So, My friends here we go full throttle on Cisco SAFE, Its time to gear up and talk technology !!!
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