Taking 5 With GDE: Recent Episodes
Rick Robinson
With each episode of Taking 5 with GDE, we talk with experienced sellers about the value of Guardium Data Encryption (GDE) and how to convey that value to customers and, in turn, help them protect and control their data.
In the final episode of this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), discusses the topic of Workloads. What percentage of the enterprise workload is on-prem, in-cloud, or hybrid? Understanding the workload distribution for a customer can help you guide them to adopt strategies that provide consistency in their data protection strategies regardless of how their workload is currently distributed and where it is going.
In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), discusses the matter of Compliance and the importance of talking about their compliance posture with customers. This helps the seller understand the customer-perspective what regulations, benchmarks, or frameworks they consider important and how they feel they are meeting (or not meeting) those compliance regulations.
In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), talks about raising the topic Data Protection and Security Strategies with customers and how it is tied to their brand. Furthermore, Jeff highlights the importance of discussing the maturity of their strategies, the negative impact of not meeting data sovereignty regulations, and funding. These kinds of questions offer insight into the drivers (or lack thereof) for data protection, regulatory compliance, funding and more.
In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), advocators for raising the topic of expanding the use of encryption within a customer environment, and the reasons behind their decisions. These kinds of questions offer insight into the drivers (or lack thereof) for data protection, regulatory compliance, and more.
Dean Evans - IBM Portfolio Specialist on Guardium Data Encryption - shares with us the importance of being part of any SAP modernization project. He talks about the ease of attaching GCKM (GDE’s cloud key management feature) to a SAP modernization project and the benefits it provides to customers. Join us!
Demos are great sales tools – if they are given correctly. As with any sales technique, there are ways that you can use it poorly and, as a result, can put the opportunity at risk. What do you prepare for? What happens if you are asked a question you cannot answer? Rob Pugh, IBM Security Technical Sales Specialist, shares his views on the best way to prepare and give a demo and how to remain professional in the face of questions you may not be able to answer right there and then.
Giving great demos is not just a skill for GDE sellers, but it is a necessary skill that needs constant practice. Books, such as “Great Demo!: How To Create And Execute Stunning Software Demonstrations” by Peter Cohan, remind all sellers of the insights we should never forget (and skills we should always practice) when we are given that one opportunity to make a great first impression about our product, our knowledge, and our skill.
If there was ONE question you should ask a customer to determine if GDE can provide value? Jeff Miller, Director of Sales for Strategic Integrators (IBM), talks about opening the customer with a question that can lead to a conversation that will unveil one to many concerns that the customer is facing and just does not know where to start. What is that question? Join us and find out.
How are you preparing for battle?
Dean Evans, IBM Portfolio Specialist on Guardium Data Encryption, and Rick Robinson, Host of Taking 5 with GDE, discuss the concept of Preparing the Battlefield when it comes to discussing data protection with customers. We talk about preparing for objections – acknowledging customer existing capabilities (such as full-disk encryption) right away – disarming the objection. Join us.
POCs are a powerful selling tool. However, without proper organization up front, POCs can turn into a never-ending research project without any clear, measurable goal or objective. In this episode of Taking 5 with GDE, Rob Pugh, IBM Security Technical Sales Specialist, tells us how he engages with customers who want to see a POC of the product and how it does it in a way that manages expectations and keeps the POCs on track.
At some point sellers need to be prepared to discuss pricing and getting the proper funding at the customer to cover the cost of GDE. In this episode of Taking 5 with GDE, we talk with Enrique Gutiérrez about the challenges of getting a GDE sale funded, how to sell through funding objections, become part of a larger or pre-existing project, and ultimately describe the benefit and value that customers receive when they secure their data with GDE. Join us!
Selling is not about taking orders (that is order-taking). Selling is the act of engaging with customers, listing to their needs, addressing their concerns, and correctly responding to their objections. Frequently, the simple seller with bow their heads and walk away at the first objection – or worse they will go to the historical sellers crutch – a deep discount. We can do better and the key is BEING PREPARED for the question.
In this episode of Taking 5 with GDE, we talk with Jeff Miller, Director of Sales for Strategic Integrators (IBM), about the objection that is top of mind of IBM sellers – “what do I say when a customer tells me they do not need GDE because they have SELF-ENCRYPTING STORAGE?” – And how to prepare and respond.
Jeff tells us his strategy of success in responding that alleviates the objection and allows the deal to move forward – without discounting! Join us!
Selling GDE through business partner channels requires not only a good product, but also coaching and education of those business partners. One of the most important subjects that business partners should understand is the concept of COMPLIANCE and its impact on customers. In this episode of Taking 5 with GDE, we talk with Dean Evans - IBM Portfolio Specialist on Guardium Data Encryption – about educating our sales channel/business partners on the subject area of compliance and how that is a pressure that all customers feel and is, a force that can be harnessed to drive GDE sales.
Many customers request work streams called POCs which stands for Proof of Concept (POCs). POCs are a demonstration to the customer that the product can address specific scenarios whose achievement can be objectively measured. However, POCs can also muddy the sales plan if expectations are not properly set prior to beginning the POC. In this episode of Taking 5 with GDE, we talk with Rob Pugh, IBM Security Technical Sales Specialist, who tells us about the advantage and disadvantages of POCs and how to prepare for them and maximize the probably of POC success AND win of the deal.
Also, here is a great book on improving your skills on giving a great DEMO. It is worth the read: https://www.amazon.com/Great-Demo-Stunning-Software-Demonstrations/dp/059534559X
Identifying opportunities does not mean just finding green field opportunities, but it also means making GDE part of another, pre-existing effort, such as a modernization project, that is already planned or underway with the customer. Becoming part of an existing project reduces the need for upfront budgeting or qualification tasks that you may face with green field opportunities. Enrique Gutiérrez, IBM Security Specialist, talks about his approach to making GDE part of modernization efforts in this episodes of Taking 5 with GDE.
How do you know where to find new opportunities for Guardium Data Encryption? In this episode of Taking 5 with GDE, we talk with seasoned security professional, Jeff Miller, Director of Sales for Strategic Integrators (IBM), who shares with us his insights and methods for identifying opportunities for GDE.
Hockey legend Wayne Gretzky is known for his famous quote: “Skate to where the puck is going to be, not where it has been.” But where is the puck going with regard to encryption key management? In this episode of Taking 5 with GDE, we hear from Leonor Jones, Director of CipherTrust Key Management at Thales, about the trends in key management and what that means to you, customers, and the market. Don’t be left behind. Join us!
How important workshops or health checks in finding new opportunities with customers?
Max Melger is an IBM Subject Matter Expert around Digital Trust. During this episode for Taking 5 with GDE, Max shares he thoughts on the importance of regular workshops with customers – helping them find new value in the products they own AND helping you collectively discover new opportunities in helping them product their data. Check it out!
Are all regulations the same? Is compliance with regulations the same across countries? Do some countries take compliance more seriously than others? How do the answers to these questions impact customer behavior regarding encryption key management?
In this episode of Taking 5 with GDE we speak with Leonor Jones, Director of CipherTrust Key Management, about the EMEA region and how countries in that region view regulatory compliance and why their perspective on compliance is driving adoption of centralized key management.
Are Proof of Concept (POC) engagements worthwhile? IBM’s Max Melger talks to us about POCs and whether they are worth the effort and time that they require. How do start them? What are success criteria? How to manage scope creep and change? What expectations do we have of the customer? Listen to this episode of Taking 5 with GDE to hear how Max makes POCs successful.
What is AWS-XKS and why is it important? XKS is AWS’ new “HOLD YOUR OWN KEY” (HYOK) Service and is a supported integration of Guardium Cloud Key Manager (GCKM). Leonor Jones, Director of CipherTrust Key Management, tells us about XKS, the integration between it and GCKM, and the value it brings to customers moving to the cloud. Please join us on this edition of Taking 5 with GDE to learn more about the exciting opportunities of GCKM and AWS-XKS.
Reference Links:
https://cpl.thalesgroup.com/encryption/amazon-web-services-aws/external-key-store-xks
https://aws.amazon.com/blogs/aws/announcing-aws-kms-external-key-store-xks/
Welcome to our SECOND SEASON of Taking five with GDE!
In this episode we hear insights from IBM’s Max Melger about customer qualification. What are the questions you ask a customer? How do you know if GDE is a good fit for them? Are the topics and questions the same now as they were a few years ago? Max describes her proven approach to asking the right questions that are sure to bring forward opportunities for GDE.
How do you open a conversation about encryption solutions to a customer? What is the right depth? Who do you speak with? How do you qualify them beyond the initial conversation?
Tony Trama from IBM joins us again to talk about the initial customer conversation about encryption. Does he go technical during the conversation? Does he talk about value? Listen to this episode of Taking 5 with GDE to learn more about Tony’s successful approach!
How often do you open a BUSINESS DISCUSSION with your customers about Data Security and Privacy?
In this episode of Taking 5 with GDE, we talk with Tony Trama (IBM) who has had great success opening discussions with customers about Safe Harbor and what it means to a customer’s business.
Tony provides insights about the approach he takes on this topic, who he engages, how he encourages the customer to verify his facts, and how to moves from an initial discussion to pursuing a sale.
For many auditors, encryption key management isn’t everything – it is the ONLY THING.
In this Use-Case Episode of Taking 5 with GDE, we talk with Steve Moscarelli about the importance of encryption key management and how taking about that specific topic to the auditing stakeholder of customers can bring forward opportunities for GDE. Once you establish GDE as the key manager, you then open the window for future expansion opportunities with the GDE / CipherTrust Manager platform.
It is the “key” to success.
The Industry of Data is always changing and one pattern we see is the pursuit of outsourcing of historical administrative functions, such as many human resource tasks, accounts payable, accounts receivable, and even IT itself. However, when a company outsources these jobs and provides access to the sensitive data that goes with it, how certain can they be that the service provider is protecting their data (especially the PII data of employees) to the same (or better) level that the customer was providing when the jobs were filled in house?
In this Use-Case Episode of Taking 5 with GDE, we talk with Steve Moscarelli. Steve has been with Thales for many years and knows the service-provider industry very well. Steve shares his thoughts on not just the importance of protecting their customer’s data using GDE, but also how those same service providers can leverage the capabilities of GDE to give them greater margins AND a competitive advantage!
Ransomware strikes again!
Taylor Schwartz joins us again in another Use-Case Episode of Taking 5 with GDE where she is helping a victim of a ransomware attack to implement the controls necessary to protect them in the future.
Taylor tells us how GDE provided controls and protection that the customer could not receive from other ransomware solutions. She also tells how this is going bring additional returns as the customer is planning to expand their GDE footprint in the near future because of the quick value they have received thus far.
Workshops are a great way to learn more about the needs (and pains) of your customer. In this Use-Case Episode of Taking 5 with GDE, we have the pleasure of hearing from Taylor Schwartz about her experience with a customer who, during a discovery workshop, realized that they were not protecting their customer’s sensitive data!
Taylor describes how she and her IBM team talked about how GDE could protect the customer’s crown jewels beyond what regular full-disk encryption provides and how it helps the customer meeting their regulatory certification requirements.
Customers can have concerns about data protection where encryption is involved, but is there reason for their concern or is it just a misperception and a little education is all that is needed to alleviate their concerns?
In this episode of Taking 5 with GDE, Matt Baldy talks about his experiences in helping customer understand how encryption protects their data without getting pulled into deep technical discussions.
Customers are still responsible for their data, whether it is on premise or in a cloud. But how do customers move their data to a cloud and still maintain control? How do you engage with this conversation with customers?
In this episode of Taking 5 with GDE, Matt Baldy shares his thoughts on trends in the industry and how customers are embracing a shared security model where data is stored in the cloud but the encryption keys are still under control of the customer.
https://www.ibm.com/products/guardium-data-encryption/cloud-key-management
Selling can be difficult at times. But selling something that you (or the customer) do not understand or have faulty assumptions about makes selling even that much more difficult. What are the common misperceptions about GDE?
In this episode of Taking 5 with GDE, Dean Evans and Michael Saldarriaga talk about some common misperceptions about GDE and set the record straight!
GDE has many capabilities and features but which one of them is showing the fastest growth (from the strongest demand).
In this episode of Taking 5 with GDE, we hear from Enrique Alvarez who describes the features of GDE that are showing the greatest growth. Join us!
Is ransomware still on the top of minds of customers? YES! What can you do to help customers understand the how they can protect themselves against ransomware when they use GDE?
In this episode of Taking 5 with GDE, Matt Baldy talks about “having the conversation” with customers in manner that creates an open discussion and partnership between you and the customer to help them address ransomware issues now and in the future.
Selling GDE means having access to good and comprehensive sales collateral and GDE has 100s of pieces of collateral available to you. But where is it and who do you contact if you have a question about it.
In this episode of Taking 5 with GDE, we hear from Dean Evans and Michael Saldarriaga who answer these questions and describe how easy it is to get your hands on the right material at the right time.
Everybody knows that Thales sells there products through multiple sales channels, not exclusively IBM. However, IBM is the only charnel partner that brands it as an IBM product. Regardless, how do we collectively avoid sales conflicts? The answer is Deal Registration.
In this episode of Taking 5 with GDE, Matt Baldy talks about the IBM-Thales Deal Registration Process and how IBM sellers can use it to get additional support and resources when pursuing a GDE opportunity.
Link for Deal Registration: https://thales.webinfinity.com/explore/284067
(if you don't ahve access, drop an email to Rick.Robinson @ThalesGroup.com)
Luck is when preparation meets opportunity. Being prepared for tough questions that may be pitfalls is just as important as being able to speak confidently about the product and its value proposition.
In this episode of Taking 5 with GDE, Enrique Alvarez tells us about his top three pitfalls to avoid when discussing GDE with customers.
It is no secret that GDE is a product that is developed by Thales and sold by IBM. Thales refers to the product as CipherTrust but is sold by IBM under the name Guardium Data Encryption. But is there any difference between the two offerings?
In this episode of Taking 5 with GDE, we hear from Dean Evans and Michael Saldarriaga who tackle this question head-on.
What do you do when you have a customer who already has GDE – perhaps from an earlier sale from you and a prior seller? What do you do?
In this episode of Taking 5 with GDE, we talk with Enrique Alvarez about how he approaches existing GDE customers to help them get more value out of the product line and extend the footprint of GDE.
It is no secret that GDE is an OEM product developed by Thales and sold by IBM. However, should this be a concern when guiding customers through possible solutions for their data protection and control needs? (Hint: NO!).
In this episode of Taking 5 with GDE, the “Dougs” address this question head-on and explain why customers and sellers should have no concerns with GDE as an OEM’d product.
In the early days of software, licensing options were limited to perpetual licensing whereby the customer owns the software (or their specific version of software) forever. But many software products now offer different kinds of licensing including subscription licensing. As a customer, what is preferred? As a seller, what is best?
In this episode of Taking 5 with GDE, Enrique Alvarez discusses licensing options and how they play into the decisions customers are making when it comes to their purchasing practices.
Is the need to be compliant with industry, state, and federal regulations a driver for customers to protect and control their data with encryption technologies? (Hint: YES!).
In this episode of Taking 5 with GDE, we talk with Doug Champion about the impact of regulatory compliance on customer, the penalties if they are in violation of those regulations, and how GDE can help.
Green field opportunities offer the seller the opportunity to develop an encryption strategy that can provide long term benefits to the customer as well as the seller. But how do you approach these opportunities? What do you say during the first meeting? It is a technical conversation or something simpler.
In this episode of Taking 5 with GDE, Doug L shares his thoughts on introducing an encryption-based data protection approach to a new, potential customer.
Who should be your executive contact when you want to engage with a new customer about GDE? Not all organizations are structured the same and even thought a CISO may be the right person to engage at one customer they may not be the right person at another.
In this episode of Taking 5 with GDE, Enrique Alvarez identifies the TOP THREE executive positions you should speak with regarding GDE and its benefits. Not all of those titles may exist in every organization, but you are sure to find at least one of them. And once they are identified, you will find they are more than happy to provide executive support for adopting GDE in their organization and receiving the data protection and control that it offers.
Sellers love to tell the story about products they love. They love to show their enthusiasm for the product and how it helps customers protect and control their data.
In this episode of Taking 5 with GDE, we talk with Enrique Alvarez about his favorite parts of GDE and how he shares his enthusiasm about the product with his customers.
Doug turns the tables on this episode of Taking 5 with GDE when HE decides to ask the questions.
What about keys and key management? Why are keys important and how is it related to selling GDE? And does key management need to be so intimidating? (Hint: no).
When selling any project there are always objections. With GDE, there is no difference.
But how do we still work with customers to convey value in the face of that objection?
Listen and learn from Doug, Doug, and Rick that there is more to the story that just having encryption, but it is about how that capability goes beyond encryption to help customers protect and control who, what, and how data is accessed.
Welcome to the inaugural podcast of Taking 5 with GDE!
In our initial episode you meet Doug and Doug - both who are very experienced (and sometimes funny) sellers who know a lot about how to engage with customers about protecting and controlling their data.