Britney Bohas, the Director of Alliance at Axio, addressed the sales team with an informative and engaging discussion about the Axio 360 product and its capabilities. Her insights and guidance shed light on the importance of tailoring pitches and demos to address the specific pain points and roles of potential customers. With a focus on…
Britney Bohas, the Director of Alliance at Axio, addressed the sales team with an informative and engaging discussion about the Axio 360 product and its capabilities. Her insights and guidance shed light on the importance of tailoring pitches and demos to address the specific pain points and roles of potential customers. With a focus on effective communication and understanding, Axio empowers sales teams to drive success by offering a unique perspective on cybersecurity concerns and expressing them in financial terms.
Bohas emphasized the significance of considering the audience when delivering an elevator pitch. By understanding the role and responsibilities of the person they are engaging with, sales professionals can adapt their pitch to suit the individual’s needs. For security leaders, the Axio 360 SaaS solution offers a dynamic, living-breathing assessment that moves beyond traditional point-in-time, excel-based spreadsheets.
By leveraging a standardized framework within the platform, security leaders can gain a comprehensive view of their program’s historical progression, current status, and future aspirations over the next eighteen to thirty-six months. Additionally, Axio 360 helps identify gaps and strengths in the program, enabling the creation of unique cyber event scenarios backed by defensible financials. This capability not only validates controls or project spends but also facilitates buy-in from executive colleagues and provides comprehensive reporting for meetings with top-level decision-makers.
When engaging with CFOs or executives with less technical comprehension, the pitch focuses on using Axio 360 as a tool to facilitate open communication about cybersecurity concerns in financial terms. The platform allows for tracking improvements made by the security team over time and precise budgeting. Particularly for executives and board members concerned about the potential impact of ransomware events, Axio 360 can express the risk in tangible financial terms and propose tools or projects that deliver the most effective risk reduction. The platform also extends its assessment to insurance investments, ensuring that coverage aligns with the organization’s risk profile across various policies.
Bohas highlighted the importance of addressing the pain points of the audience in every pitch or demo, emphasizing that a one-size-fits-all approach is not suitable. Each sales professional is encouraged to develop their own pitch style, and Axio is committed to supporting them by providing sales training and enablement resources on their online training portal. This initiative aims to equip the sales team with the tools and knowledge necessary to engage in meaningful conversations and optimize their sales strategies.
To explore more insights and discussions on sales strategies and cybersecurity, tune in to the Pinnacle channel. Additionally, for information on Axio 360 and its capabilities, visit Pinnacle’s website.
Video TranscriptExpand ↓
Maybe a sales team. I was fortunate enough to meet a few of you when I was in OKC last year. But for those of you I've not met yet, my name is Britney Bohas, and I'm the Director of Alliance at Axio. I'm based here in Chicago, and one of my responsibilities at Axio is to help your team learn how to pitch, demo, and sell the Axio three sixty product and really better understand how it fits into your sales cycle as of today. I would have loved to be in person with you guys, but Charles didn't want me stealing any of his spotlight. So, this recording was the best that I could do. So, bear with me here. I was asked to give a quick elevator speech on the Axio three sixty deep product. And one of the first things that I would recommend doing is taking a look at the person that you're standing in the proverbial elevator with. And do your best to determine their role and responsibility, because that pitch should be different and tailored to who you're talking to. So, my pitch to a SISO or a security leader would probably sound something like this. Axco three sixty is a SaaS solution that was built to help security leaders like yourself, move from point in time, excel based, spreadsheets to a dynamic living breathing assessment as we call it at Axio. Using a standardized standardized framework in the Axio three sixty platform can demonstrate where your program has been historically, where it currently is today and where you would like it to be in the next eighteen to thirty six months. And importantly, we use the learnings about the gaps and strengths of your program to help build out unique cyber event scenarios. Putting defensible financials behind those cyber events scenarios. Can help validate the controls or project spends that you've been asking for, can help get buy in from other executive colleagues. And it also provides reporting that can be used in meetings with the CEO, the CFO, or even the manager. If that sounds intriguing, I'd be happy to tailor a demo for you and address any areas of your concern and really show you how the Axio platform might be able to give you a unique perspective that you don't have today and see. Short sweet to the point, very general about the capabilities. You don't want to get too into the weeds and have anyone fall asleep on you. And we'll touch a little bit more on that towards the end of this. But, you know, my pitch to a CFO or an executive that might have less technical comprehension would probably go something like this. XA three sixty is a tool that can be used to better open up communication about meaningful cybersecurity concerns and express them in financial terms. Using the Axio three sixty tool can track improvements made by the security team year after year and also help with precise budgeting. If other executives and the board rightfully so are up and in concerned with what a ransomware event would look like for your organization. The tool can express the risk in dollars and cents. And also look at how to reduce that risk by choosing the tools or projects that would give your organization the most bang for its buck. If the tools that were selected don't lower the risk enough, you can actually go a level deeper with our platform and validate your portfolio of insurance investments to make sure that the coverages match your risk and will respond when they're called upon should that day ever happen. And just as a side note, we do look at other coverages outside of just your side policy, because sometimes a cyber event might fall in your directors and officers or your general liability. So, you want to make sure that those are aligned with one another. You know, if any of that sounds intriguing, I can set up a call to discuss in more detail with you and your team. Be happy to do so. And see. You know, the most meaningful pitch regardless of the amounts of time you have is one that is addressing the pain points of your audience. And those pain points can vary. So your pitch or demo is not a one size fits all. And each of you will develop your own pitch style. You know, and I look forward to helping you develop that style and really get comfortable with selling and talking about the product. In order to better support the sales team, we are building an Axio sales training enablement capability on our online training portal that can help you with these conversations. This will be released in the coming weeks, and I'll make sure to get each of you access and awareness when that becomes available for your teams. If you have any questions about pitches, demo, platform capabilities, or if you think you have an account that may be a good fit for the tool, please reach out to me. I'd be happy to set up a call, develop your strategy, and really make it unique to the account that you're working with. And I will say Charles does not hesitate to do so. So with that being said, I hope twenty twenty two is off to a strong start for you and your sales team. I look forward to coming and meeting everyone in person, helping you drive sales, and please don't be a stranger if there's something that I can help you optimize, make better, or figure out when it comes to the sales cycle here. I'll see you guys hopefully soon. And again, don't hesitate to reach out. Thanks.
