Setting Traps
What are three things we should AVOID so that we don't land in any Arctic Wolf traps?
Onboarding, Concierge service (we have a similar support model w/extras) and reporting (SPR, custom reports via advanced search and custom PowerBI integration)
What are three of the key categories where we win according to the 2023 Forrester MDR wave?
Time to value, threat hunting, analytics, managed detection, managed response, scripting engine, platform capabilities.
What is an opener question you could ask when calling into your AW accounts?
Many answers possible.
What three traps should we SET?
What's the triage process and remediation workflow for AW, MTD & MTR, Will AW require to use their endpoint sensor or can you lever your own?
What is a VALUE driven key takeaway from the 2023 Forrester MDR Wave?
Secureworks offers a superior MDR solution as recognized by Forrester research. Effective MDR requires an open XDR platform that quickly and reliably integrates with solutions across your security stack for full visibility and detection, prioritized alerting, built-in automations coupled with deep expertise for rapid and accurate response.
What is a trap-setting question you could ask?
See slide 6
What are two questions you can ask to plant seeds of doubt?
What EDR solution are you using today and what is your level of satisfaction? Do you have direct access to the SOC and full visibility on how analysts work?
What does Secureworks do that is different than AW?
There is quite a list of key differences, can you help me understand your biggest concerns and priorities around managed detection and response? The greatest difference is we believe customers should have direct access quickly to our SOC and full visibility on how the analysts work.
***MUST ASK A QUESTION TO GET CREDIT****
What could you ask to follow-up "what do you offer that is different from AW?"
There is quite a list of key differences, can you help me understand your biggest concerns and priorities around managed detection and response? The greatest difference is we believe customers should have direct access quickly to our SOC and full visibility on how the analysts work.
What might you offer the customer to identify areas of risk, positioning Secureworks in a golden light?
A threat profile- as standard motion of identifying areas of business risk.
What are three main reasons AW customers still turn to Secureworks for MDR?
They want to tap into a deeper SOC bench where they can talk to a security analyst in less than 90 seconds and get knowledgeable answers across their endpoint, network, cloud, email, identity and other biz applications. Our SOC leverages 2 decades of experience delivering services across an organizations entire IT landscape. This direct access to the best SOC out there is what really adds value for them day by day.
They want a comprehensive, full featured solution. The Arctic Wolf solution offers a limited security viewpoint, representing that of an MDR rather than a Managed XDR.
They are ready to increase the number of security use cases they can address beyond MDR. They turn to us because bundled in our MDR offering is a true XDR platform with 1 year of data retention, SOAR capabilities, quarterly security posture reviews with a threat engagement manager, monthly threat hunts, and our endpoint agent as needed. Many of our customers can replace other expenses with Secureworks TaegisTM ManagedXDR
IF a prospect says "AW is covering my security needs.. I'm set" what could you ask?
When you say you're set- what do you mean?
Would you be interested in a complimentary threat profile assessment to identify areas of busines risk?
Role play one of the Seeds of Differentiation. One rep plays the customer, one rep plays the Secureworks rep. Must ask a question, show value and plant seeds of doubt.
See slide 6 of the Throwdown deck.
could be many examples.
Role play a cold call. One rep plays the customer, another plays the Secureworks rep. Ask 2-3 great questions.