What's that Product?
Consolidation tool for support
Remote Support
I'm responsible for resolving issues users have for their software and hardware. I want new solutions to have a minimal impact on users and to provide a high level of service.
"I'm busy - send me an email"
“If I caught you at a good time I would
have considered myself lucky. But I do
want to connect with you when you
have a few minutes available. How
does this Thursday morning look at
10AM for 5 to 10 minutes?”
Here, recommend a specific time and book 15
minutes for you and the prospect and
follow up with a 15-minute calendar
invite
Trending Topics: Cyber Insurance, Least Privilege, Endpoint Security, Zero-Trust, Password Manager
Downloads: PAM Buyer's Guide, Cyber Insurance Checklist
Play(s):
1. Password Safe: Cyber insurance requires that organizations have the ability to distinguish between human and non-human identities - password safe can do this
2. PMWM - Cyber Insurance requires that admin rights be removed from all local endpoints
What is the principle of 'least privilege'?
Giving any users account or processes only those privileges which are essentially vital to perform its intended functions.
This tool has flex accounts that are categorized as high, medium and low
Privilege Management Windows/Mac
I ensure the organization meets regulatory compliances by implementing security controls that are established by the CISO/Security team.
Compliance Analyst, Audit and Compliance Manager,
Compliance Officer, Business Operations Analyst, Director of Compliance
"No budget"
"I totally understand. Everyone I talk to
is guarding their spending closely, but
what I am also seeing is companies
evaluating other solutions that
consolidate your tools, reduce the
swivel chair process and that can cover
an expansive list of use cases. All the
while making your security team happy
as well as the entire service desk
experience better, actually saving you
on costs in the short run as well as
overtime. Can we carve out about 5 to
10 minutes to see if our approach is
right for you?"
Which sequence?
*Not a current customer*
Director of IT watched a demo of remote support
Trending Topics: SRA Intent, Remote Support, Endpoint Security
RS-Mid (potentially high sequence)
What is one advantage we have over CyberArk?
Faster time to value
Flexible deployment options; Easier deployment; we're more mature for Unix/Linux
Unlike SIEM or XDR tools, ______, is not event focused and prevents / detects so that organizations can respond to threats faster.
Identity Security Insights
I'm afraid of not being able to meet
needs of auditors and/or security
guidelines. I typically see a high operational cost and increased complexity with low user satisfaction and
decreased productivity across my team.
IT Director
VP of IT
CIO
VP of Technology
Director of Information Systems
"Wrong person / that's not my role"
"Oh, sorry I must have misunderstood, when I checked LinkedIn I saw you were responsible for ________? Where am I misunderstanding?"
*pivot for a referral*
Which sequence(s)?
Current RS customer trending on:
- Admin rights
- Teamviewer
- Recent website visit
- Endpoint security
- Cyber Insurance
RS -> EPM (security or IT persona)
Name 3 types of industries and 2 personas we would target for OT
Industries:
Manufacturing, Oil and Gas, Utilities, Healthcare
Peronas:
CISO, OT Security, VP/Director/Manager of Infrastructure, anyone with OT
Allows access to critical systems and infrastructure
PRA - Infrastructure Access
I care about setting infosec strategy across the company. I want to shift the perception of technology being functional, to strategic, by selecting the best in class security software that will achieve compliance while reducing risk.
Director of InfoSec, CISO, Head of Security
"I don't take cold calls"
“If I caught you at a good time I would
have considered myself lucky. But I do
want to connect with you when you
have a few minutes available. How
does this Thursday morning look at
10AM for 5 to 10 minutes?” Here,
recommend a specific time and book 15
minutes for you and the prospect and
follow up with a 15-minute calendar
invite
Trending Topics: IT/OT CI/CD and OT
Play: New Sequences for OT at various levels of organization
What is cyber insurance and why is it important?
BONUS: Why has Cyber Insurance become a hot topic?
Cyber insurance is designed to provide insurance coverage around such events as data breaches, cyberattacks (malware, ransomware (damages & ransom payments), phishing, hacking, insider threats, etc.), and downtime. Many cyber insurers now require PAM controls and solutions as qualification criteria. Having continuous visibility into your environment and the ability to identify and rapidly address potentially harmful activity is also a critical attribute of risk management.
Company is in need of basic password vaulting and rotation for account such as domain accounts like AD, Azure, etc.
Best fit is PRA Vault
I use a wide toolset with open access to the likes of databases, technical software and company data. I want to maintain a high level of performance with minimal hindrance.
DevOps or Cloud Ops
"We use a competitor / already have a solution"
”Great to hear! Exciting to know that
your organization has a privileged
account strategy in place. Just curious,
is your current solution meeting your
success criteria? How often do you
review innovations or other market
leading solutions?"
Trending Topics: Remote Access, Access Computer, Bastion
Previous Closed/Lost Opp for Remote Support
Play: PRA
What is ZeroTrust?
Zero Trust is a security framework requiring all users, whether in or outside the organization’s network, to be authenticated, authorized, and continuously validated for security configuration and posture before being granted or keeping access to applications and data.
"Trust but verify"