Sales Training

Layering Advanced Security and Services (Advanced)

Implementing the Cisco Self-Defending Network Strategy in meeting business needs at the BDM and TDM Levels within the Customer

Course Description

This one day interactive workshop builds on the understanding of the components of the Cisco Self-Defending Network and looks at the need for security from the customer’s perspective. If focuses on the customer productivity improvements realized by implementing a system to secure their digital assets (data and applications). This workshop has been successful for both Account Management and Sales Engineering because it deals with both Technical and Business Decision Makers. The discovery and messaging capability developed during this workshop deals with applying the products and applications in the Cisco product offerings to specific customer scenarios.

Learning Objectives

As a result of successful completion of this two-day workshop participants are expected to:

• Explain the protection of digital assets through the integrated, collaborative and adaptive features of the Cisco Self-Defending Network.
• Articulate the customer needs for the benefits of SDN to protect, detect and respond in the protection of critical IT assets
• Understand and present the Cisco strategic solution – The Self Defending Network
• Articulate how the Cisco differentiated security products develop the unique SDN solution at both the TDM and BDM levels within the customer’s organization.
• Address common customer objections to security.
• Using an actual customer situation, develop the three steps of successful SDN messaging:



• Positioning Cisco as a business Partner focusing the customer’s success in obtaining their business goals, objectives and initiatives.



• Selling a secured solution against the customer’s initiative



• Gain alignment to a roadmap for the customer’s realization of SDN

Facilitators

This workshop is facilitated by Senior Sales Consultants who have recent experience selling or implementing Cisco Security solutions.

Length:
1 Day

Audience:
Cisco Account Managers, Channel Account Managers, Partner Account Managers

Optimum Class Size: 12 - 16

Prerequisites:
Building the Security Foundation (Basic)

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