Competitive Conundrum
A prospect has provided a chance to displace their remote access tool and has asked for BT to tell them why they should buy Remote Support instead; name one topic to kick the conversation off with?
What happened to the remains of the man who invented the frisbee?
As per Ed Headrick's wishes, his ashes were incorporated into a limited number of frisbees. "When we die, we don't go to purgatory," Headrick reportedly said shortly before his passing. "We just land up on the roof and lay there."
Name the individuals/groups that need to be tapped for Privilege Management Windows and Mac & Privilege Management Unix and Linux discussions.
What was the most notable war to be fought in the year 1932?
The Great Emu War. The war lasted just a month. The soldiers literally used machine guns to fight the birds, but when the gun jammed, the emus won a small victory.
Provide one objection to a customer with TeamViewer that has mentioned its low cost and minimalistic/easy interface/UI (User Interface) as reasons for renewing the solution. Bonus Question: Name the different Hypervisors that Remote Support can be deployed on virtually? 50 Points Each
Bonus: VMWare, Hyper-V, Nutanix
Name one of the primary competing products/product types for our AD Bridge solution or provide one of our AD Bridge solutions differentiators in the face of such competition. Bonus Question: Which BT product is AD Bridge usually tagged onto or associated with? 50 Points
Define – AD Bridge allows people to log onto Unix or Linux systems using their Active Directory (AD) usernames and passwords, without requiring additional infrastructure or password synchronization. This is normally not possible easily.
Bonus: Privilege Management for Unix & Linux
What sculpture is Actor James Franco most known for?
In 2011, an art collector paid $10,000 for a "non-visible" sculpture by Franco titled "Fresh Air" and billed as "an endless tank of oxygen".
Provide a use case for Password Safe and Privilege Remote Access as if a customer was looking at both. Bonus Question: What is the integration between Password Safe and Privilege Remote Access/Remote Support? 50 Points
Password Safe
Privilege Remote Access
Bonus: The integration allows for Password Safe managed credentials to be passed into the SRA platforms so they can be injected/checked out during sessions. This extends the abilities of what Password Safe can manage that SRA cannot into SRA for access.
What number do you get if you add up all the numbers on a roulette wheel?
666. Now, lets go do some devil worship.
During a QTR (Quarterly Technical Review) for a customer’s Endpoint Privilege Management and Password Safe solution, they advised BT that their new CISO has asked them to review Saviynt for their PAM initiatives. Provide one reason to position BT in the best possible light.
Name one differentiator for Password Safe as it is related to Delinia's Secret Server solution.
What animal can clean its own ear with its tongue?
An adult giraffe's tongue is about 21 inches long and super flexible. (A chameleon's tongue is twice as long as its body, but it doesn't have ear holes!)
Name one of the connectors for our Security Insights solution. Bonus Question: Does it support Password Safe On-Prem? 50 Points
Bonus: Yes
Which animals are capable of laughing?
Rats. Not funny, actually quite scary...
A current prospect is exploring security tools and has discussed speaking to CrowdStrike but is unsure. Object to this with a differentiator in favor of BeyondTrust Security Insights versus, the similar but not in direct competition of company, CrowdStrike’s Falcon. Bonus Question: In relation to a company like CrowdStrike, what does Security Insights NOT do? 100 Points
Bonus: Most companies in the ITDR space have a heavy focus on the R (Remediation) which is an area we do not focus on as a company. The roadmap does show items where integrations with our other solutions will offer actions to be taken within the bounds of those BT solutions. Example: Creation of new accounts identified by Insights are passed onto Password Safe to be onboarded and managed for compliance and security.
When discussing Endpoint Privilege Management in a competitive scenario; name one topic we want to layer into the discussion for Windows & Mac then name another topic for Unix & Linux. Bonus Question: What feature within Privilege Management for Windows allows for custom scripts to be executed prior to and after process launch? 100 Points
Windows & Mac
Unix & Linux
Bonus: PowerRules extends the capabilities of our solution beyond application control and privilege management and enables the organization to leverage their own scripts to perform actions. Example: ServiceNow Integration
What is the closest living relative to the Tyrannosaurus Rex?
Scientists have at last uncovered the closest living relative of the mighty T-rex. For the first time, researchers have sequenced proteins from the long-extinct creature, and many of the molecules show a remarkable similarity to those of the humble chicken.
Name all the products in the BT portfolio which integrate with ServiceNow. Bonus Question: What are all the different types of integrations Remote Support has with ServiceNow? 50 Points Each
BT Products Integrated into ServiceNow
Bonus: ServiceNow, ServiceNow Basic, ServiceNow CSM, ServiceNow ITSM Auto-Create
Ewan McGregor has a brother that was a member of the RAF. What was his callsign?
Obi-Two
Ex-Thycotic and now Delinia customer is reviewing other solutions to replace their current deployment of Secret Server and Remote Access Service which they say is being developed aggressively and has a single pane of glass. Offer one shrubbery… Or one objection in favor of both Password Safe and Remote Support to be their replacement with outlooks for expansion into other products.
Bonus:
- Strong offering for account onboarding and discovery but some of this relies on custom scripting by the client which can also present itself to be a negative
- Offers adaptable grouping within their Secrets Server solution which allows great personalization from a user prospective
Name a differentiator for CyberArk’s portfolio in their favor over BeyondTrust and then offer a counter for how BeyondTrust's portfolio can compete.
CyberArk’s Landmines for BT
BT's Landmines for CyberArk
Which of the following has more chromosomes than a human? Potato | Egg | Ant | Skunk
Humans have a total of 46 chromosomes, while potatoes have 48. All hail our potato overlords!
Name one use case for both Privilege Remote Access and Remote Support for a customer trying to understand both.
Remote Support
Privilege Remote Access
What is Cap'n Crunch's rank?
Apparently, Cap'n Crunch has been exaggerating his Navy service for decades. He wears just three stripes on his uniform cuffs, which makes him a commander, not a captain.
Current CyberArk customer is required to evaluate other solutions as part of the renewal process every 3 years for their Privilege Access Manager and Endpoint Privilege Manager for Mac. Provide one objection to this renewal in favor of either our Password Safe or Privilege Management for Mac solutions. Bonus Question: Name the part of the technical sales process for Privilege Management for Unix & Linux, which we encourage prospects to get to for this product, that drastically increases the possibility of a Closed/Won.
Password Safe
Privilege Management for Mac
Bonus: Getting a PMUL customer into a Proof of Concept has historically always increased the odds of winning the deal. Remember that these deals are slow burns that require technical handholding and support.