ICPs
What is an ICP?
Ideal customer profile
What are our three brand pillars?
end to end protection, 24x7 managed and a ransomware warranty
What are the 4 authority roles we go after?
C-level, VP, Director and Manager
What is ransomware?
Tactic used by threat actors to extort money from an individual or organization by encrypting or otherwise blocking access to applications or files on a computer system until a sum of money is paid.
What are our business segments?
Strategic, enterprise, commercial and SLED
What is our comprehensive approach?
Our anti-ransomwaretechnology proactivelydisrupts threats at everystage of the attack lifecycle.With an included 24/7 expertteam that investigates andresponds to threats for you.
What might a CISO be concerned about?
Protecting enterprise from ransomware threats while proving ROI.
What is double extortion? Provide a short synopsis of each extortion tactic.
Data encryption + data exfiltration.
What are 3 of the 6 components that drive our ICP?
Direct, channel & strategic, incident response, cyber insurance, customer expansion and services.
The ransomware gap is the gap between a customer's endpoint and immutable backups- halcyon sits in this gap to ensure business continuity
What are some key characteristics of a Director of Cybersecurity?
Owns implementation and day-to-day management of cybersecuritystrategy.
Focused on threat prevention, riskassessment, and incidentresponse.
Bridges tactical security operationswith higher-level strategicinitiatives.
What is Raas and how does that operate?
Ransomware-as-a-service, essentially an eco-system that has numerous roles like developers, financial support, translators, etc.
What makes a customer a good fit for Halcyon?
The company has more than 200 employees, is in finance/manufacturing, retail, healthcare, etc. and understands ransomware is a threat and/or has experienced ransomware.
What are the two problems we solve for and how does that work?
Ransomware is succeedingdespite current securitycontrols, sophisticatedbypasses of endpoint toolsand targeted data encryption+ destruction.
What roles do we go after and how might you message to them?
No, ransomware is not malware / a single executable. Ransomware is a human-operated threat vector that operates like an ecosystem.
What are a few tools that we are better together with and why?
MS Defender, E5, CRWD/S1/Palo Alto Cortex/Sophos (endpoints) we help with the ransomware gap and solve for our two core problems.
Use one of the core messages to come up with a solid discovery question you could use.
Answers vary.
What core message would you pitch to a SOC manager and why?
Our ransomware gap and the two problems we solve because they get into the how which is what a SOC manager would care about, as well as 24x7 since they have alert fatigue.
Why is a dedicated anti-ransomware solution (Halcyon) needed nowadays to fight ransomware?
Ransomware threat actors are evolving and using tactics that bypass existing endpoint tools. In fact, ransomware has increased 104% over the past 2 years and 69% of victims felt they were prepared before an attack.