Sales enablement focuses on working with marketing and sales teams to help them communicate effectively about security, reduce sales cycle friction, and help position the company and its products. Security investments can be used to formulate important statements on the company’s commitment to protect data and intellectual property. Clearly established communication channels ensure that an organization is consistent and efficient when discussing security and privacy, or when responding to customer sales inquiries such as RFPs and RFIs.
Whether driven by competitive, regulatory, or compliance needs, most customers are concerned about their partner’s ability and commitment to protect their information, and in many cases are willing to pay premiums for such features. Data protection questions regularly arise during the sales cycle, especially for security-conscious customers. These inquiries are often time consuming and require a thorough understanding of the product and because security questions tend to arise near the end of a deal, they often cause costly delays.
We see sales enablement as an opportunity to help you present security as a differentiator and value-added service. We help optimize the sales cycle and reduce the overall burden associated with security questions. By helping you actively and consistently communicate your security efforts, we can help increase customer confidence in your company and its offerings.
Some benefits of EAmmune’s sales enablement strategy:
- Train salespeople to manage security questions and proactively engage customers about security, avoiding issues late in the sales cycle.
- Streamline the security inquiry process, decreasing the time it takes to respond to customers, and reducing the load on Sales Engineers by filling out time-consuming and repetitive forms.
- Engage customers on a peer-to-peer (one security professional to another) basis to understand and address their specific concerns.
- Help product marketing to identify opportunities for product offerings targeted specifically at security-conscious customers, or to package product features together to better service certain market segments.
- Work with marketing to identify the specific security concerns common in your customers and craft content specifically designed to address them, such as security publications, white papers, and FAQs.
- Present your strong commitment to security through having dedicated and well respected security professionals on staff.