Selling New Cyber Secure Software Systems for Cloud-Based Business Key Questions to Ask
We live in the age of cyber where cyber secure is the new king. With the rise of businesses migrating to cloud-based ecosystems, they also become more susceptible to cyber threats like never before. Selling new cyber secure software systems requires you to dig deeper into your prospects to discover what they truly need, and how your solution can be a good fit for them. This is a complex decision, and at Cyber Secure Software we want you to be guided through the critical questions that you should be asking.
- 1. What Are Your Existing Cyber Secure Pain Points?
- The very first step is knowing the challenges your prospect faces currently. Similarly, are they suffering from regular data breaches, flaws in their existing system, or non-compliance issues? Understanding what these pain points are will help you customize your pitch and show how your software is specifically going to solve these issues.
- 2. What Are Compliance Requirements of Your Business?
- GDPR, HIPAA, PCI-DSS differ in compliance standards depending upon the industry. Inquire about the caveats and regulations that govern your prospect. Ensuring that your solution is compliant is a cornerstone for meeting standards, however your solution should evolve to also ensure compliance against evolving standards. Emphasize how your software can help ensure compliance and ease the process for them.
- 3. What Are You Protecting Against?
- The type of data an organization works with can vary widely. Whether it’s sensitive customer information, financial records, or proprietary business data, knowing the type of data your prospect is protecting will help you highlight the features of your software that matter the most to them. Focus on explaining how your system secures various data types effectively.
- 4. How Many Users Will Use the System?
- What Solution? The Scale of the System Matters The requirements for a small business with a handful of users versus a large enterprise with thousands of users will differ. When you mention the number of users, it will give you information about scalability, licensing, and cost of the product (if you have any pricing model). It will also give you an opportunity to show how your software can scale to support their growth.
- 5. What Security Features Do You Currently Have?
- Evaluating the current security setup of your prospect will provide insight into their baseline and tease out gaps your software could fill. Ask what firewalls, anti-virus programs, encryption and security protocols they currently use. This will enable you to frame your software as either a complementary or necessary upgrade.
- 6. What are your system integration requirements?
- Most businesses have several different types of software systems and applications. Additionally, you’ll want to inquire about their current tech stack and integration needs. Your solution must integrate well with their existing systems to avoid interruption and ensure continued functionality. Talk about any integration challenges they’ve experienced before and how your software can help solve them.
- 7. What Backup and Recovery Procedures Do You Have in Place?
- Data loss can be disastrous for any kind of business. Your opportunity then, is to understand their data backup and recovery processes and show them how your software provides extra protection and helps them recover quicker. Free to use as backup; explain how their ability to recover from data loss / ensure business continuity will be boosted
- 8. What Is Your Budget on Cyber Secure Solutions?
- Budget is a usual consideration. Determine their budget for cyber Secure solutions and other potential financial constraints your prospect may convey. This is a great way to give a solution that is within their budget, whilst still fulfilling the security requirements. They will ask you about pricing models and return on investment for your software.
- 9. What Are Your Needs Related to Customer Support and Training?
- No software system will succeed without due implementation and continuous support. Ask about their support and training expectations. Will it need a lot of training for people to use the new system? How important is responsive support to them? Emphasize that your business offers coaching and customer support, as well as resources to guide a smooth transition from the old way of work and continued assistance moving forward.
- 10. What Cyber Secure Goals Do You Want to Achieve?
- Learn their long-term goals, and use this knowledge to present your software as the strategic solution, the long-term investment that will pay off in the future rather than just a quick win. Are they planning to grow, to implement new technologies or enter new markets? Talk about how your software grows with them and can buy some future-proofing.
Conclusion
The right questions are the key to crafting a custom solution with the prospect’s unique needs in mind. If potential customers are aware of their current pain points, compliance requirements, data protection needs, and future goals, you will understand how to present your cyber secure software system as an enhancement to their security posture and business objectives. At Cyber Secure Software, we’re here to help you solve these questions and find a cyber secure solution that can deliver the best results for your prospects.
Please communicate with us more if you have clarifications or a follow-up questions. You can rely on our team of experts to guide you through the process from start to finish.