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Selling to the CISO

 
 
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Course & topics

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Module 1 – Introduction
1 Topic
Unit 1 – Background and Level Setting
Module 2 – The CISO
2 Topics
Unit 1 – The Life of a CISO
Unit 2 – The CISO as a Relationship Sale
Module 3 – Profiling the Customer
4 Topics
Unit 3 – The CISO
Unit 1 – Profiling the Target
Unit 2 – The CSO
Unit 4 – Other Security Team Buyers
Module 4 – Security Deals & Drivers
4 Topics
Unit 1 – General Deal Drivers
Unit 2 – Deal Impacting Drivers
Unit 3 – What are CISOs Accountable For?
Unit 4 – Non-CISO Deal Influencers
Module 5 – The Approach
3 Topics
Unit 1 – Bad CISO Approaches
Unit 2 – Good CISO Approaches
Unit 3 – Bringing it all Together
Module 6 – Conclusion
1 Topic | 1 Quiz
Unit 1 – Wrap-up

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