Securing the Deal: 10 Ways to Add Security to the Deal

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Securing the Deal: 10 Ways to Add Security to the Deal

Written by Jessica Davis; illustrated by Brian Moore

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Securing the Deal: 10 Ways to Add Security to the Deal - Introduction

Security can be tied to almost any solution, and any VAR salesperson looking to boost revenue and their value as a trusted partner should be looking for ways to do so. Channel chiefs from RSA, SonicWall and Cyberoam offer 10 steps to get you there.

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Securing the Deal: 10 Ways to Add Security to the Deal - Use the News

Focus on security news. New breaches happen every day, and your job is to make sure your customer is safe from them.

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Securing the Deal: 10 Ways to Add Security to the Deal - Keep It Simple

Complexity adds management and development costs, a big turnoff for customers. Complex technical language will also make your customer tune you out before you even get to close the sale.

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Securing the Deal: 10 Ways to Add Security to the Deal - It's Not About Technology

Focus on the business story rather than the technology story. It's important to solve the business challenge your customer faces, and he may not care what technology you use to do it.

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Securing the Deal: 10 Ways to Add Security to the Deal - Speak to the \Big Three\

There are three reasons why people buy: cost reduction, cost avoidance and revenue increase. Speak to those points when you pitch security.

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Securing the Deal: 10 Ways to Add Security to the Deal - Who Cares? Identify the Security Stakeholders

Identify the stakeholders within the organization who are most interested in the solution and play up the value it brings to them. It may not be the same group who was originally interested in your BI solution.

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Securing the Deal: 10 Ways to Add Security to the Deal - Know Your Legislation

The Child Internet Protection Act requires that schools with Internet access maintain minimum IT security, or they risk losing state and federal funding streams. Health care and finance are saddled with similar regulations. It's an easy sale if you know t

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Securing the Deal: 10 Ways to Add Security to the Deal - Where's the Pain?

Know your customer's pain points. An understanding of where the breaches are and what the customer's concerns are can make or break the deal.

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Securing the Deal: 10 Ways to Add Security to the Deal - What's It Gonna Take Today?

Ask yourself, What would it take to get the customer to buy the solution today? Taking that approach can stop sales from slipping from month to month.

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Securing the Deal: 10 Ways to Add Security to the Deal - Talk Amongst Yourselves

Encourage your sales and technology staffs to communicate with each other. Technologists may recognize opportunities that salespeople don't, and they can be great partners in identifying potential sales.

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Securing the Deal: 10 Ways to Add Security to the Deal - Numbers and Stats

Ask your vendors for value metrics that you can in turn provide to your customers. That kind of data can show customers why a security purchase makes financial sense.

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