Page 12 - Security Practice Builder ILT v1_delegate version_Neat

Student Supporting Notes

Having set out some aspects of the challenge in the increasingly complex security environment – there are six distinct
aspects to developing a successful partner security practice.

• Understanding the key drivers for strategic security strategies – these are of course changing at a rapid pace, and
staying in touch with these drivers, indeed staying ahead will be key to developing the right engagements as well as
the right solution options (and innovation)

• The customers of naturally central – and building the right relationships with key stakeholders and understanding
what is important to them in terms of the security enabled value is paramount

• It is essential that we are able to engage the customer stakeholders in the right way – challenging their
perspectives/assumptions and offering key insights

• And the strategic security roadmap will need to be built collaboratively with the key stakeholders – so they own it and
are fully committed

• Underpinning the security roadmap and of course the partner offer will be the Cisco security portfolio – so we must
be able to align the security portfolio with the strategic security roadmap

• And then we need to be able to do all of this across the whole team – efficiently, effectively and collaboratively