Information Security Sales Engineering Services
Information Security sales are unlike any other kind of selling. While referrals, repeat business, and responding to RFPs used to be enough to sustain firm growth, business development is fundamentally changing.
Information Security sales depends in investing time and effort to understand the client’s needs from their compliance drivers to business operations to infrastructure.
At the same time, business development is not the favorite activity of most architects and engineers. Yet business is won and lost by the relationships people make, the conversations they lead in firm interviews and beyond, and their skill in presenting the case for why your firm should win engagements. RFP processes can make it difficult, however, to build these relationships and sell the value of your services in the face of steep price competition and commoditization.
We’ve helped global and regional Managed Service Providers (MSP) and Managed Security Service Providers (MSSP) succeed with business development and grow their sales.
How we do this is up to you. For many of our clients, we “wrap” ourselves as if our sales engineer is a part of your company. Others bring us in as partner.
Throughout your sales process, Peak InfoSec’s sales engineers facilitate communications and help to ensure a thorough technical understanding of our products and services among all cross-functional team members. We facilitate and lead highly technical discussions, engaging all levels of IT management from department managers to the C-level executives, to share an understanding of the environment, project goals, and possibilities. The Sales Engineering team also supports live demonstrations.
Following a generic sales lifecycle of Discovery, Design, Proposal Creation, Review and Presentation, the following information gives you an high-level overview of our involvement:
The Discovery Phase
During the Discovery Phase, our Sales Engineer collects all of the information required to design a Scope of Work to meet the client’s needs that takes into consideration factors such as the environmental state of the existing infrastructure, the provider’s sales objectives and the client’s budget and timeline.
Our Sales Engineer will review the results of the client’s Business Needs Analysis and Technology Assessment already conducted by the your existing Sales and Engineering teams, or participate in this information gathering process directly. In addition, they will meet with your Sales and Engineering resources to ask clarifying questions to insure accurate scoping of the solution. Based upon the complexity of the proposed solution or other factors, our Sales Engineer may meet with the prospect or client during a follow-on appointment with your Sales lead.
Once your Sales lead and our Sales Engineer feels that they understand the prospect’s or client’s needs completely and has all of the information required in order to scope the solution, they can move from the discovery to the design phase of the project. The Sales Engineer will work with the provider’s manufacturers, vendors, distributors and fulfillment partners in order to design the best solution that meets the established criteria and determine the costs and timelines to deliver it.
Proposal Creation Phase
Once the Design Phase is completed, our Sales Engineer can create the formal Proposal for the client. The most effective Proposals include at a minimum a title page, table of contents, introduction, provider’s company biography, overview of the client’s existing environment and the pains they are experiencing, before and after network drawings as applicable, work scope, summary, specifics/ requirements/ exclusions, investment amount and acceptance signature block.
Once the proposal has been created, our Sales Engineer meets with your Sales Professional and goes over the proposal with them in detail to insure it meets your lead’s objectives.