2. What is the initiative? What is the Strategy? What are the right questions to ask the Customer? How does ISS benefit me as a Sales Executive? How does ISS benefit the Customer? What is the Sales Presentation you can present to the customer? Overview
3. ISS Initiative Overview Jeskell goal: establish a security/networking business that resells technology and provides value add service to those clients IBM goal: jump start business partners that can find and close customers and support those customers to use their offerings Agreement: 2 years Jeskell generates 7M in sales IBM pays Jeskell 600K Jeskell “dedicates” two sales, one project mgr, 1 exec sponsor IBM supports Jeskell with various resources:
4. Reps Contact Herb Moyer or David Scribner Moyer/Scribner engage Flynn/ISS to develop ops 50/50 gp split Existing Customer Base: Moyer/Scribner reach out Survey customers to know what they do for security today FusionStorm? Relationships Moyer/Scribner led efforts with carriers and finance vertical FS Security consulting practice? ISS support Team Set up to funnel leads to us Strategy
6. What are the right questions to ask? Do you know where your Data resides? Do you know who has access to your data? Do you want to prevent attackers from being able to redirect calls or perform eavesdropping, toll fraud/service theft, or Phishing? Do you want to stop all types of Internet threats before they penetrate your network and disrupt your business? Are you looking for comprehensive security protection at the gateway and network level that doesn’t jeopardize network bandwidth or availability? Do you need a pre-emptive security solution that ensures protection before threats pose a risk?
7. What are the right questions to ask? (cont.) Would your organization benefit from an integrated security solution that lowers it complexity and reduces cost? How would you like a 100% guaranteed protection or your money back? Do you want your server secured or not?
8. How can ISS benefit the Customer? You are protected from both known and unknown threats before impact Security assets are mapped and centrally managed New users are detected and documented Network bandwidth efficiency is optimized Security conditions and events are documented and reported Help desk traffic is reduced New applications are tested and evaluated more effectively before deployment Network availability and reliability are improved
9. New customer? Initial sales expectations Lead with Assessments Security Health check ($60k) Security Risk Assessment Identity and Access Management Services Application Security Services ($60k) PCI Assessments
10. Providing a recurring revenue stream Increasing the average deal size Protecting your Customer Base Creating Sales opportunities Ensuring customer loyalty and repeat business Improving customer satisfaction Allowing you to capitalize on the fastest growing segment in security How does ISS benefit me and put money in my pocket?
11. Discounts $$$$$$ Hardware 28% off Software 35% off Professional Services 17% off Managed Services 25% off Maintenance 20% off
