Objections
Can you send me a white-paper?
What specifically are you interested in?
I can send over a white-paper, but it sounds like you are interested in learning more, are you available to meet?
I can send over a white-paper, let's set up time to connect on what stands out to you and answer questions
I can give you a more tailored view of Rubrik based on your needs, are you available to meet?
What are the challenges of an Old World architecture?
How does Rubrik's architecture solve these challenges?
Old World Challenges: Multiple points of failure, Open Protocol, Expensive, Complex
Rubrik is a converged solution to cut out points of failure with a closed protocol
Explain the difference between the infrastructure and data security team.
Give an example of a title for each
Infrastructure focuses on perimeter, network, endpoint and application security.
Ex. Networking engineer
Data security focuses on the data- resiliency, observability and remediation
Ex. Cybersecurity engineer
What are our Customers’ Value Drivers?
Cyber Resiliency
Cost Efficient Data Protection and Remediation
Accelerate Cloud Adoption
Tell a Rubrik healthcare customer story
Legacy Health
CarePoint Health
St Tammany Parish Hospital
I'm not interested
I understand it's not top of mind now--However, even with infrastructure security measures in place, we've seen some attackers are still able to the data level, what is your role in data security?
Name 4 of Rubrik's competitors
Cohesity
Veeam
Dell EMC
Veritas
Commvault
Druva
IBM
What are 3 resources you can use to discover information the prospect you are reaching out to?
- HQ number
- Company Website
- Salesforce
- LinkedIn Sales Nav
- Zoominfo
Name all 5 of Rubrik's differentiators
1. Data Resilience
2. Data Observability
3. Data Remediation
4. Unstructured Data (NAS CD)
5. Ransomware Response Team
Tell a Rubrik manufacture customer story
Lang's
PACCAR
Sivantos
Wabash
Stora Enso
That's not my job
In a ransomware attack, what is your role to get the business back up and running? Who would be responsible?
How does Rubrik win over Commvault?
1. Ease of use; operational efficiency
2. Immutability and Security
3. Built-in Data Governance
4. Fully integrated solution
5. Distributed modern architecture
What is the role of a systems administrator and are they on the infrastructure or data security side?
System administrators—also known as sysadmins—are information technology (IT) professionals who make sure an organization’s computer systems are functioning and meet the needs of the organization. Sysadmins support, troubleshoot, and maintain computer servers and networks.
Infrastructure
How does Rubrik provide cost efficient data protection and recovery?
What is an example of a measure metric for recovery?
Rubrik consolidates multiple point products into a single software platform and quickly restores data to any location (on-prem or cloud)
Ex.
Cost of downtime/RTO
Amount of data loss
Tell a Rubrik financial customer story
Frost Bank
Liberty Mutual
City National Bank
We already have a backup solution
In the event of an attack, how would you be able to determine...
- if sensitive data has been compromised?
- if you can recover quickly?
- if your environment will be reinfected?
- what is the scope of the attack?
How does Rubrik win over Veeam?
1. Immutability and security
2. Ransomware detection/Orchestrated recovery
3. Converged hardware and software scale-out model
4. Operational Simplicity; “Rack and Go”
5. Continuous Data Protection (CDP) with no proxy requirement
What is the role of CISO and are they on the infrastructure or data security side?
The CISO (chief information security officer):
-Senior-level executive
-Responsible for developing and implementing an information security program to protect systems and assets from both internal and external threats
Describe the pieces of the Value Based Conversation
Current State
Negative Consequences
Future State
PBOs
Required Capabilities
Metrics
How we do it better
Proof Point/Customer Story
Tell a Rubrik insurance customer story
Allstate
Liberty Mutual
Farm Bureau Insurance of Michigan
We use a MSP to handle our backups
We have many customers that use MSPs, unless your MSP is protected by Rubrik, their backups are still vulnerable.
How does Rubrik win over Cohesity?
1. Ease of use; operational efficiency
2. Zero Trust Architecture & Data Immutability
3. Threat Hunting, Ransomware Detection & Recovery
4. Granular search and large scale restores
5. Code Stability
What are the priorities of an Information Security Manager? How does Rubrik bring value to these priorities?
- Security breaches
- Inability to recover in the event of a disaster
- System vulnerabilities
- Human error
Data resilience, data observability, data remediation, closed protocol, data encryption
Talk through the Cyber Resiliency value driver:
Negative Consequences, how Rubrik does it and the Positive Business Outcomes
- Negative Consequences:
Revenue, brand, physical air gaps have slow recovery, cost of ransom
- How Rubrik does it: Native Immutability, ZTA, Logical Air Gap, MFA, TOTP, RBAC, Retention Lock
- Positive Business Outcomes: Reduced loss of revenue due to downtime, avoid ransomware payment, adherence to cyber insurer regulations, protect brand
Tell a Rubrik education customer story
Colchester Institute
South Louisiana Community College
UC San Diego
Castilleja
Berkeley College