Duo
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Cisco
100

What feature set sets separates Duo Essentials from Duo Advantage 

Passport, Health, Identity Threat Detection, Identity Security and Posture Management 

100

True or False - 2 partners can have OIP at the same time? 

FALSE - Cisco OIP stands for the Opportunity Incentive Program, a channel partner program designed to reward and protect partners who invest in and identify new Cisco opportunities. It provides partners with a standardized process for registering these new deals and may offer a special, one-time discount or incremental discount once approved. OIP is a key part of Cisco's overall channel incentive strategy and focuses on "hunting" for new business

100

You get a CCW email notification about a deal that you don't have any insight into.. what do you do? 

Call the partner and then call the customer to confirm the opportunity and go into details. 

100

True or False: Wrigley Field is the second oldest ballpark in Major League Baseball.

True 

100

What does Cisco Talos Do? 

Key functions of Cisco Talos

  • Threat intelligence: Talos constantly gathers and analyzes threat data from a variety of sources to understand attacker tactics, techniques, and procedures.
  • Threat research and discovery: The team actively researches and discovers new vulnerabilities in software to create protection before attacks can exploit them.
  • Threat detection: Using intelligence-driven protections, Talos identifies and blocks threats in real-time through features like its Snort-based intrusion prevention system, which uses machine learning to detect zero-day attacks.
  • Incident response: Talos provides incident response services to help organizations deal with security breaches, offering expert guidance and support.
  • Security product integration: The threat intelligence gathered by Talos is integrated into Cisco's security products to provide immediate protection for customers.
  • Community sharing: Talos shares its findings with the broader cybersecurity community through resources like its blog, podcast, and newsletters to help everyone stay informed and secure. 
200

True or False - Cisco duo does not work with non branded duo tokens

False — but with important caveats. The Cisco Duo service can work with non-branded hardware tokens, provided those tokens meet the correct standards (for example, OATH HOTP event-based tokens) and are imported/configured properly

200

A customer does not want to work with CDW anymore and wants to work with SHI. However both partners have given you a quote. What do you do?

  1. Do not share the quotes directly. It is considered poor form to directly show a competitor's quote to another vendor. Instead, focus on gathering the necessary information to perform a fair comparison.
  2. Ensure a fair "apples-to-apples" comparison. Ask the customer to provide the specific details of the SHI quote. You must verify that the services, hardware, support, Service Level Agreements (SLAs), and other metrics are identical or comparable.
    • Ask specific questions about the scope of work and the parts list to ensure you're comparing the same products and services.
    • Highlight qualitative differences. If your quote offers superior features, support, or service quality for a higher price, make that transparent. Remind the customer that a much lower price often means a difference in the provided service.
  3. Identify the customer's best interests. Once you understand the differences, present an objective breakdown. For example, your analysis might show that the SHI quote is missing a critical feature or level of support that the customer will need, or that the price difference is justified by superior service. 
200

Name three calendar EOY pipeline generating activities and partner best practices? 

- Calendar reminders, Cadences, Partner Discounts, remind partners about the Cisco shutdown. Go into eoy budget, any additional funds. Partner - "I will give you 5% more on this now if it is in before EOY, it will be taken away after the 23rd." Closed lost reports. (Cadence). Holiday's = increase of cyber hacks (remind customers and partners) 

200

True of False - Human error accounts for 95% of data breaches, underscoring the need for user awareness and training.

True 
200
A renewals rep is telling you that the Duo renewal is all handled. The renewals rep also didn't offer to upsell/cross sell or add a 3 or 5 year term to the contract. What do you do? 

Connect with your renewal rep, explain that each renewal needs to be evaluated equally with a in-depth conversation with the customer. 

Call the customer, introduce yourself, explain the benefits of upgrading and adding on a 3 or 5 year plan. 

Call the partner, repeat above 

300

A customer has 500 Duo licenses and wants to assign 100 users to the Premier edition and 400 users to the Access edition. How can we accomplish this? 

Customers can not have two licenses tiers on a Duo Dashboard. The customer will either need to decide which license tier they want OR we can offer them two dashboards to work off of. (I wouldn't suggest this offer). 
300

What is a MSP? What is a VAR? Example of each type of Partner. 

A Value-Added Reseller (VAR) focuses on selling hardware and software, often with customization and one-time installation, while a Managed Service Provider (MSP) delivers ongoing IT services through a subscription-based, proactive model. The main difference is the business model: VARs are transactional, while MSPs are relationship-based with a long-term, hands-on approach

300

Your renewals rep is saying the customer only wants to purchase a 1 year deal, but they have only communicated with the partner. How do you respond? 

Hey, thanks for the information. I want to communicate this with the customer and state that pricing increases happen EOY, we do not know when another one may rise. They should take advantage of the discounts we have now. 

300
What is the first deep dish pizza restaurant in Chicago called? 

Pizzeria Uno -  Founders: Ike Sewell and Ric Riccardo are credited with creating the idea of a more substantial, "pizza-in-the-pan" in 1943

300

Name 5 Pipeline Activities that each rep should be doing consistently 

Upsell 

Renewals

Closed Lost 

CCW Scrubbing 

Top 10 

Growing EAs 

Umb to Secure Access 

Meraki, Umb, Duo to XDR 

400

To stop push-phishing attacks, Duo offers this feature that leverages a mobile device's location to confirm it is near the machine attempting to log in. What is this featured called? 

What is Proximity Verification

400
It's the end of the calendar year - Your partner wants 8% more off of your deal and they will bring it in before shutdown. Quotes have been given to the customer and pricing has been confirmed. 


Shutdown happens and the deal is not placed. What do you do? 

Take off the 8% margin and ask the customer to take margin off of what they gave the customer. You had an agreement and they did not deliver. 

400

What is Secure Connect? Please pitch this product to the team. Extra 200 points for a demo

Cisco Secure Access is a cloud-delivered Security Service Edge (SSE) solution that provides secure access for users to applications and resources from any location. It is built on zero trust principles and converges multiple security functions, such as Zero Trust Network Access (ZTNA), Secure Web Gateway (SWG), and Cloud Access Security Broker (CASB), into a single, cloud-managed platform. This simplifies IT management while providing enhanced security and a better user experience for hybrid work environments.  

400

True or False. The Chicago river flows backwards? 

The Chicago River's direction was reversed in 1900 to carry sewage away from Lake Michigan, which is the city's water source, making it the only major river in the world to flow backward.

400

Show us how to scrub and build reports in CCW 

Go into teammates proxy, view recent deals, download reports. 
500

What are the features of Duo IAM? 

Proximity Verification: Uses Bluetooth Low Energy (BLE) to confirm a user's mobile device is physically near their computer during authentication, guarding against remote session hijacking.

Passwordless Authentication: Offers a convenient and highly secure login experience by eliminating the need for users to remember or use a password.

Session Theft Protection: Features like Duo Passport prevent attackers from stealing browser cookies to hijack a user's active session. 

Integrated identity capabilities 

Duo Directory: A user directory that simplifies identity management, user attributes, and automated provisioning and deprovisioning of accounts. It can be used as a standalone identity provider or integrate with existing systems like Microsoft Entra ID.

Single Sign-On (SSO): Allows users to securely log into multiple applications with a single set of credentials.

Identity Intelligence: Integrates with Cisco's broader security ecosystem and uses AI-driven analytics to detect threats, assess risk, and take graduated responses like isolating an identity. 

500

The partner is complaining about the price increase and wants to keep pricing at the same rate it was before. This means you are adding more discounts to make up for the price increase. What is the correct action to take? 

You need to explain to the partner that you will not be able to honor the previous pricing. They may have to reduce margin, but this is out of your control. 

500
What is XDR? Please pitch XDR and what an ideal customer would look like, and how to find this customer. 

Cisco XDR is an extended detection and response solution that collects, correlates, and analyzes security telemetry from multiple sources across an organization's network, endpoints, cloud, and email. It uses machine learning and AI to provide deeper visibility, allowing security teams to detect threats more quickly, understand their risk, and automate investigations and responses to mitigate damage. Its key function is to unify data from different security tools to provide a comprehensive view of an attack and simplify response efforts.   


Ideal customer = a current Cisco Duo, Umbrella, or Meraki customer that wants to manage everything through one unified system. 

500

How much mail did this building handle each day during the 1930s?



The Old Post Office was touted as the largest post office in the world, with more than two million square feet of floor space. It could handle 35 million letters and 500,000 sacks of mail and packages daily. Dozens of trains brought mail in and out of the building, while more than 5,000 trucks entered and exited the building every day.

500

What is the best team at Cisco? 

Southwest Savages 

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