Course S4 - How to sell SafeGuard Enterprise

Description
The sales workshop provides enhanced knowledge about functionality and further sales relevant information about Utimaco’s next generation data security suite, SafeGuard Enterprise, including the following security modules: SafeGuard Management Center, SafeGuard Device Encryption, SafeGuard File&Folder Encryption, SafeGuard Configuration Protection, SafeGuard Data Exchange and Vista´s BitLocker integration.
Main Objective
Basic understanding of SafeGuard Enterprise functions and customer benefit which enables the target audience to promote and sell the security solution in a professional and effective way to customers.

You will learn how to

• Assess the IT security market for
• SafeGuard Enterprise
• Position the modular components of the solution with functions and benefit
• Identify the right customers for SG Enterprise
• Migrate from the current Safeguard portfolio
• Match customer requirements (business and technical)
• Position SafeGuard Enterprise in a sales pitch
• Differentiate typical implementation examples
• Deal with competitors
• Use Utimaco sales tools and marketing literature
  

Agenda

• Introduction
  Utimaco – The Data Security Company
  Today´s Security Challenges – Paradigm Shift
  
• SafeGuard Enterprise at a Glance
  Positioning in the SafeGuard Portfolio
  Overview: Functionality - Customer Benefit
  
• SafeGuard Management Center
  Functionality – more detailed
  Customer Benefit
  
• SafeGuard Device Encryption
  Functionality – more detailed
  Power On Authentication, Key Management
  Advantages/Customer Benefit
  
• SafeGuard Data Exchange
  Functionality – more detailed
  Advantages/Customer Benefit
  
• SafeGuard Enterprise BitLocker Management
  Vista BitLocker Functionality & Limitations
  SG Enterprise BitLocker Integration
  Advantages/Customer Benefit
  
• Further Sales relevant Information
  Sales Tools - How to use them in our Sales Process
  Typical Questions to our Customers
  Migration from current Portfolio
  Roadmap – SafeGuard Enterprise
  Comparison with SafeGuard Easy (Highlights)
  Case Studies
  Competition – Positioning
  
• Feedback Session & Discussion
  
• Summary
  Discussion & Feedback
  
• Feedback Session & Discussion
  
• Certification
  Web based in a Two Week Time Frame