SALES MOTION OVERVIEW
Forcepoint Web Security
Sales Enablement
© 2020 Forcepoint
Learning Objectives
• Effectively position the Forcepoint Web
Security solution by delivering elevator
pitches that clearly express our business
value.
• Identify the common characteristics of ideal
Web Security customers and use them to
target the most promising businesses first.
• Articulate which key discovery questions are
relevant to persona-specific challenges and
goals.
• Leverage the opportunities provided by other
products in the Forcepoint portfolio to cross-
sell into existing accounts.
• Quickly defuse commonly-experienced
objections new customers may have to our
solutions.
© 2020 Forcepoint
Agenda
Converged Security Capabilities
Positioning the Solution
Targeting Accounts
Key Discovery Questions
Cross-sell Opportunities
Objection Handling
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The Forcepoint Solution Portfolio
Dynamic Edge Protection Dynamic Data Protection Dynamic User Protection
Web
WebSecurity
Security Data Loss Prevention
Insider Threat
NGFW & SD-WAN Cloud Access
Security Broker
Behavioral Analytics
Cloud Access
Security Broker Email Security
© 2020 Forcepoint
Forcepoint Converged Product Portfolio
Dynamic Edge Protection Dynamic Data Protection Dynamic User Protection
D P D P D P
Dynamic
DLP Cloud Data
CASB Apps DLP FBA
Protection
AMD
FIT
NGFW & URL
Web Email
SD-WAN Filtering
AMD AMD AMD
FDG
© 2020 Forcepoint
Agenda
Converged Security Capabilities
Positioning the Solution
Targeting Accounts
Key Discovery Questions
Cross-sell Opportunities
Objection Handling
© 2020 Forcepoint
Key Business Drivers for Adoption
Increase Reduce Manage Streamline
Business Results Costs Risk Compliance
(more sales/service) (infrastructure/ops) (fewer breaches) (happier auditors)
© 2020 Forcepoint
The Elevator Pitch
Forcepoint Web Security
is a cloud- or hybrid-deployed Secure Web Gateway
that stops advanced threats from getting
in and sensitive data from getting out –
whether an organization’s users are in the
office, working from home or on the road.
© 2020 Forcepoint
Agenda
Converged Security Capabilities
Positioning the Solution
Targeting Accounts
Key Discovery Questions
Cross-sell Opportunities
Objection Handling
© 2020 Forcepoint
Targeting Accounts
High regard for
Highly distributed
security efficacy
Financial Services Healthcare
Business Services Pharmaceuticals
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Targeting Personas
Role Networking Security Type of Conversation Example Pain:
A data breach might
Executive Company send our share prices
Sets policy CISO plummeting.
CIO
Should be first contacts
Our workforce is
VP /
becoming more
Director Solutions remote and we need
Plans to protect their traffic
implementation VP/ DIR VP/DIR from anywhere.
Architect /
Our current solution
Operations Products requires too many
Makes it appliances to manage.
happen Architect Admin Architect Sec Ops
© 2020 Forcepoint
Agenda
Converged Security Capabilities
Positioning the Solution
Targeting Accounts
Key Discovery Questions
Cross-sell Opportunities
Objection Handling
© 2020 Forcepoint
Discovery Questions
Do you have an increasingly
distributed or mobile workforce
that you need to protect?
How are you securing your web
channel against data loss?
How have ransomware attacks
affected your organization?
Are you interested in moving beyond antivirus
to a platform that provides real time protection
against advanced, non-signature based threats?
© 2020 Forcepoint
Discovery Questions
How important are cloud performance
and certifications in the wake of new
compliance regulations?
Do you have roaming users that need access to
geo-located content that proxy based solutions
have difficulty with?
Are you interested in cloud hosted or hybrid
deployed web security?
Are understanding user behavior and
intent in web use key aspects of your
current security posture?
© 2020 Forcepoint
Discovery Questions: 3-3-1
Hybrid-ready, converged network
with security capabilities in a single
1
solution, which means you can
significantly reduce cost and improve
manageability for remote locations.
How is your adoption of cloud apps
1
impacting your user experience Deploy consistent security
and networking costs?
2
policies on-prem and in the
cloud, enabling you to
How are you ensuring
1 centrally manage improved
user experience, while
maintaining security posture.
2 customer
consistent security policies
across your cloud and on-
prem environments?
story Software-based architecture
3
allows for flexible deployment
which improves scalability and
3
Many companies are considering can reduce the cost of
direct-to-cloud connectivity management by more than 50%.
solutions. What is your plan to
consider solutions to mitigate
security risk?
© 2020 Forcepoint
Agenda
Converged Security Capabilities
Positioning the Solution
Targeting Accounts
Key Discovery Questions
Cross-sell Opportunities
Objection Handling
© 2020 Forcepoint
Customer Sales Motions (What to sell & When)
Web Security Forcepoint
DLP Module DLP
Forcepoint
Web AMD
Security
Cloud App
Forcepoint
Control CASB
Module
© 2020 Forcepoint
Customer Sales Motions (What to sell & When)
Dynamic Edge Protection Dynamic Data Protection Dynamic User Protection
D P D P D P
CASB DLP FBA
AMD
Reputation
Analysis
Advanced
Anti-Malware Malware
Detection
Advanced
Real-time Classification
Security Engine
FIT
Classification Anti-Spam/
(ACE) Phishing
Real-time
Content
Classification Real-time
Data
URL Classification
Classification
NGFW & URL Shared ACE
Web Intelligence & Email
SD-WAN Filtering
DLP Policies
AMD AMD AMD
FDG
© 2020 Forcepoint
Upsell from Forcepoint URL Filtering
Forcepoint Web Security
Eliminate
Better Anytime, Simplify Enhanced
SSL Blind
Protection Anywhere Management Reporting
Spots
Forcepoint URL Filtering
© 2020 Forcepoint
Migrating from URL Filtering
Are you looking at making any changes
No to your network soon?
Yes
Are you moving to Office 365, AWS, If you could consolidate web filtering
or Azure? into your firewall, would you?
Do you need to rethink your network for
No performance or cost savings?
Yes
Forcepoint Forcepoint
Web NGFW
Security Are you looking for an on-prem, Are you looking to expand web
hybrid, or pure cloud deployment? security to all network traffic?
Are you more interested in consolidating your solution
Expanding stack, or adding new programs like DLP or CASB?
Consolidating
© 2020 Forcepoint
Agenda
Converged Security Capabilities
Positioning the Solution
Targeting Accounts
Key Discovery Questions
Cross-sell Opportunities
Objection Handling
© 2020 Forcepoint
Objection Handling
Where is Forcepoint in the Gartner MQ?
RESPONSE
Since 2016, Forcepoint has placed in the Challengers quadrant. Gartner praised
Forcepoint’s technology in many key areas – integrated CASB and DLP
functionality in the core package, our endpoint options, and our ability to offer
strong hybrid, cloud, and appliance-based threat protection with centralized
management for policy, logging, and reporting.
© 2020 Forcepoint
Objection Handling
Isn’t Forcepoint focused on SMB?
RESPONSE
Enterprise companies of all sizes depend on Forcepoint Cloud for Web Security.
Other companies prefer Forcepoint X10G blade servers to support 100,000 users
and more.
© 2020 Forcepoint
Objection Handling
What other innovations have you included in SWG?
RESPONSE
Forcepoint Web Security includes Cloud App Discovery and Risk Reporting,
bundled in free with Web Security. This feature is critical to understanding the cloud
use, the Shadow IT, occurring in most organizations today. Forcepoint owns our
CASB IP as well as DLP and will continue to add value to the Web Security
products.
© 2020 Forcepoint
Objection Handling
I already have a Web and Email security solution. Why would Forcepoint
perform any better?
RESPONSE
How well are your existing solutions integrated? Forcepoint’s web and email
security unification goes beyond the management console and reporting system.
They utilize the same analytics collection and share threat intelligence to deliver
superior protection through a common ACE engine. Web security, in particular,
benefits from global threat intelligence gathered from both email and web activity
via ThreatSeeker.
© 2020 Forcepoint
Agenda
Converged Security Capabilities
Positioning the Solution
Targeting Accounts
Key Discovery Questions
Cross-sell Opportunities
Objection Handling
© 2020 Forcepoint
THANK YOU!
Sales Enablement
© 2020 Forcepoint
