Selling to the CISO

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Course Content

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Module 1 – Introduction 1 Topic

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Unit 1 – Background and Level Setting

Module 2 – The CISO 2 Topics

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Unit 1 – The Life of a CISO

Unit 2 – The CISO as a Relationship Sale

Module 3 – Profiling the Customer 4 Topics

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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

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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

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Unit 1 – Bad CISO Approaches

Unit 2 – Good CISO Approaches

Unit 3 – Bringing it all Together

Module 6 – Conclusion 1 Topic

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Unit 1 – Wrap-up