Page 3 - Security Portfolio

Security Practice Builder Back to

Roadmap

Overview:
The Security Solution Practice Builder Workshop guides participants through an interactive build out of a security solution practice enabling easier

sales of a repeatable and easy to deliver solution. The key aims of this workshop are to increase partner capability and partner led revenue at
scale. The morning focuses on educating and motivating the participants through an understanding of the market opportunity and what products
and support are available for them to monetise the opportunity. The afternoon is spent working through a practice blueprint* that will make it
easy for the participants to build, sell, deliver and support Cisco Security solutions.

Target Audience: Duration and Delivery Format:
• The audience for this workshop is intended to be partner business • In-Person (1 day)
managers (leadership, marketing managers, sales managers, • Virtual (4 x 90 mins)
practice managers, etc.).

Agenda:
Module 2:
Module 1: • The Solution - what customers need
• Introduction and setup (workbook, case studies and groups/breakout • Meeting the need with Cisco
• Market drivers: the security problem and the opportunity (for • Delivering the solution - options for building a security solution
partners) practice - sets up for choosing a scope and capability model in the
"build the practice" sessions in the afternoon (blueprint*)
.Module 3:
• Customers and stakeholders - who you sell to and how you find them Module 4
(blueprint*) • Building your security solution practice (blueprint*)
• Awareness and demand generation - build your Go To Market (GTM) • Delivery and customer service (blueprint*)
strategy (blueprint*) • Repeatability: Closing the loop (security sales skills: re-sell, up-sell,
• Selling your Cisco security solution - security sales skills (sales pitch, cross-sell)
objection handling) • Wrap up and call to action

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