The challenge
Customers do not all need the same security transformation. Some want to secure users and applications while retaining their existing WAN; others need networking and security brought together. Our client needed a way for its sales teams to identify those differences and explain which partner-led SSE or SASE approach best matched a customer’s priorities.
What we delivered
- Designed a guided decision journey covering the customer’s appetite for network change, preference for a unified platform, managed operations and phased Zero Trust adoption.
- Included questions on compliance, data protection and hybrid-cloud needs to distinguish between approaches.
- Developed recommendation, comparison and conversation screens that explain the suggested option in customer terms while acknowledging where alternatives may fit.
- Kept the customer’s stated priorities visible alongside the result, giving the sales team a clear rationale for the recommendation.
Business value
The tool gives our client’s sales teams a repeatable way to conduct discovery across its partner-led security portfolio. Customers receive a recommendation grounded in their requirements, rather than a vendor name without context, and can see why another SSE or SASE approach might be more appropriate.
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