Show me the Value!
What does FFAL stand for and why is it critical in SaaS deployments?
Find, Fix, Alert, Label – It secures sensitive data and reduces exposure
Who is responsible for opening and updating risks in Salesforce?
CSOMs (TAM can also open risks if needed)
When should the prep-call be scheduled?
At least 3 days prior the QBR and the slides should be ready beforehand
At 80% deal stage, which resource must be assigned?
TAM
Which three historic pillars define Varonis’ approach?
Data, Identity, Threat
After a detractor NPS score, what is the SLA for follow-up?
3 business days
What is the required update cadence for renewal risks?
Weekly
Who is accountable for ensuring the CISO/Exec Sponsor attends the QBR?
The SR, in person preferred over Zoom
What is the goal for FFAL 30 days post-PO?
Green for Live, Find, Alert
What does Interceptor protect against?
Phishing and email exfiltration
Does Varonis collect customer data?
No, only metadata and logs are stored
Name 4 different automated risks
X status in red, X status in orange, missing exec sponsor contact, missing champion contact, poor engagement exec sponsor, poor engagement champion, no QBR in over 12 months
What alternative deck can be prepared in addition to QBR?
The Board Meeting Deck (customized for CISO) + Blast Radius Reviews
When scheduling a handover call, who should be included?
Account Team, RSE or AS, TAM, CSOM (optional)
Which Varonis SaaS capability helps fulfill DSARs and e-Discovery requests in minutes?
Privacy Automation
What are MDDR SLAs for ransomware alerts?
30mn for ransomware
When marking a risk as renewal risk, what other field becomes mandatory?
The « escalated to » field
What actions needs to be done post QBR?
Meeting closed, notes/follow-up email sent, CS notes updated, deck uploaded to Salesforce, next steps defined
Why is it critical to confirm customer stakeholders before onboarding?
To ensure decision makers are engaged and avoid delays
What is the Varonis robot name and why?
Protector 22814, the date Varonis went public as a company
Give an example of a measurable FFAL win that can be found in a QBR deck?
Decrease in the number of open access
What is the escalation process for a 500k$ + renewal risk?
Escalate to SVP, email finance-risk-escalations@varonis.com, include CS leadership, schedule internal call for action plan
For customers with ARR >225k$ which additionnal attendees should be invited to the prep call?
RVP of Sales or Country Manager, TAM/CS Manager, CS Director and execkeymeetingprep@varonis.com
What is the CSOM’s role during onboarding?
Oversee coordination, track milestones and ensure success criterias are met
In what year did Varonis launch its first SaaS offering?
2021 with DatAdvantage Cloud