In da cloudz
This is an open sourced platform that helps manage, scale, and deploy containerized applications
Kubernetes
This vendor began as a firewall / networking company, that has expanded further into security operations including offering a SIEM platform. They are typically on the less expensive side of the market and their value prop is really targeted towards existing firewall customers. They also sponsor a golf tournament on the PGA tour.
Fortinet
Customer says the total cost is approved they just don't have much cash available to pay this calendar year. This is the correct give to alleviate their concern
De-escalating discounts (or quarterly / split payments)
This is the correct process / team to engage if you need to add custom billing language (payment terms, uplift specifications, modified discounting)
Quoting Support / Deal Operations
Where was Rapid7 founded?
The Rapid7 train in NYC!
This is a cloud based object storage solution that's best for storing large amounts of unstructured data, like binary of text data in Microsoft Azure. Comprable to S3 with AWS.
Blob Storage
This vendor offers a breach warranty of up to $1 million dollars depending on your active subscription at the time the breach occurs.
Crowdstrike. (also it is such a BS warranty you need to have 10,000 endpoints licensed to get the milly and you need to basically have their full suite of endpoint offerings AND the breach needs to stem from an endpoint attack)
A prospect said they have concerns about implementing a SIEM because of the time it takes to get deployed. Arctic Wolf is telling them that they offer a SIEM and will get deployed significantly faster than Rapid7. This is the next step you should take
POC or AWN reference call
You just sold an MTC deal (woohoo). This is the first thing you do for next steps.
Send the welcome email from Growth Catalog
Who is Rapid7's head of people strategy?
Christina Luconi
This is the practice of protecting containers while they are running in production. It involves monitoring and detecting threats in real time to prevent unauthorized access, malicious activities, and misconfigurations
Container Runtime Security
This cloud security company pitches their value through agentless visibility. They were founded by 4 co-founders that worked at Microsoft previously
Wiz
Your committed deal for the month just emails you while you are on the 5 yard line that they received a competitive bid significantly lower than your quote. This is the correct next step you should take to help win the deal
Schedule a call to review what the competitor is quoting you and ensure we are comparing apples to apples
An existing IVM customer LOVED the webinar on Surface Command. They are hot and heavy to get that purchased and implemented. This is is the correct pricing and process you should be quoting them
Upgrade path to Exposure Command
This Core Value of Rapid7 is defined as: We pursue excellence through continuous learning to keep growing personally and professionally. We are insatiably curious, and we are constantly in search of a better solution.
Never Done
This is a security solution that acts as an intermediary between cloud service providers and users to enforce an organization's security policies:
Cloud Access Security Broker (CASB)
This Attack Surface Management company was founded by a former MOOSE. This MOOSE also invented Metasploit.
runZero
You have a pipeline review with Danielle in 30 minutes. You have an opp in there that has gone a little dark on you in recent weeks but has told you they will be making a purchase in month or they will face a fine from their auditors. You are unsure of the paper process and legal review steps remaining. This is what you should tell Danielle
I DON'T KNOW.
This is the correct process to follow when a customer is really frustrated with the current support they are receiving from Rapid7. Their CSM (we will not name names) has been MIA on multiple emails from the client.
Escalate to Scott + the CSM + The CSM manager providing as much context as possible into the customer frustrations
What research project is designed to collect information on publicly facing exposures and risk?
Project Sonar
This is a security and compliance solution that helps organizations build, deploy, and run secure cloud applications
A cloud-native application protection platform (CNAPP)
This competitor pitches manages other SIEM / EDR providers on behalf of their customers. They do not create or offer their own technology, and they are largely focused on helping existing Microsoft customers manage their native tooling.
Blue Voyant
An SHI rep submits a deal reg for MDR/MTC. They tell you that they are representing 3 vendors (including Rapid7) and allowing the customer to make the right decision. This is the most important thing that you gain agreement from the SHI rep to do to help you run the deal once they set up the introduction
Gain commitment for you to email the prospect directly following the call and to help push the deal forward
You have found a very qualified opp for Cloud / exposure command adv (FINALLY). You are in the weeds on a POC with your SE and running into highly technical questions as they compare us to Wiz. Your SE isn't sure on all of the answers. This is the correct process to follow to get the support you need
Escalate through your SE, Scott, and Fields to get a cloud specialist involved
This was the original name of the product that has since been developed and rebranded as InsightIDR
UserInsight