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Module 3 – Profiling the Customer

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Course & topics

Module 1 - Introduction

Unit 1 - Background and Level Setting

Module 2 - The CISO

Unit 1 - The Life of a CISO
Unit 2 - The CISO as a Relationship Sale

Module 3 - Profiling the Customer

Unit 3 - The CISO
Unit 1 - Profiling the Target
Unit 2 - The CSO
Unit 4 - Other Security Team Buyers

Module 4 - Security Deals & Drivers

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

Unit 1 - Bad CISO Approaches
Unit 2 - Good CISO Approaches
Unit 3 - Bringing it all Together

Module 6 - Conclusion

Unit 1 - Wrap-up

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