Pitching your SaaS offering is usually fun, until the security guys walks into the room as anyone who try to promote cloud services to enterprises probably knows. When pitching about cloud services, the market maturity level is currently causing the potential customers may raise questions and concerns from a wide variety of different topics – regulations, standards, technology, security, privacy, applicable law and so on. And as most SaaS professional knows, failure to provide the right answer to this variety of questions might result in failures at the sales process. So, how can SaaS providers do better job in satisfying the requirements of those gate keepers? How can you make sure that fear from managed services, regulations or any other FUD (fear, uncertainty & doubt) will not get in the way of the sale process? In this lecture I review what are the major concerns of security officers when moving to SaaS, and teach the right way to speak their language, understand their terminology and concerns. In this presentation we will walk through the do’s and don’ts when pitching to information security professionals, while understanding the current status of regulations, applicable laws and other concerns.
Pitching your SaaS offering is usuallyfun, until the security guys walks into the room as anyone who try to promotecloud services to enterprises probably knows. When pitching about cloudservices, the market maturity level is currently causing the potentialcustomers may raise questions and concerns from a wide variety of differenttopics – regulations, standards, technology, security, privacy, applicable lawand so on. And as most SaaS professional knows, failure to provide the rightanswer to this variety of questions might result in failures at the salesprocess.
So, how can SaaS providers do better job in satisfying the requirements ofthose gate keepers? How can you make sure that fear from managed services,regulations or any other FUD (fear, uncertainty & doubt) will not get inthe way of the sale process? In this lecture I review what are themajor concerns of security officers when moving to SaaS, and teach the rightway to speak their language, understand their terminology and concerns. In thispresentation we will walk through the do’s and don’ts when pitching toinformation security professionals, while understanding the current status ofregulations, applicable laws and other concerns.