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UID:66613562-6461-4039-b237-376439396263
BEGIN:VEVENT
UID:6a776a7afabdb72018f45d87ad037eaf73cffa2f@swoogo.com
DTSTAMP:20260502T155817Z
DESCRIPTION:FORTIFY SALES WORKSHOP OBJECTIVE: How to discover\, qualify and
  close Application Security opportunities\,\n\nTARGET AUDIENCE: INTL Partn
 ers accompanied by PBMs\n\nPREWORK: All attendees are expected to have com
 pleted the Fortify Sales Certification eLearning Level 100 & 200 & Partner
 s have (or should have!) Fortify opportunities.\n\nAGENDA: \n\nApplication
  Security Overview\n\n	* What exactly is the Application Security Problem?
 \n 	* Industry Trends\n 	* Fortify Value Proposition\n 	* Customer Case Studi
 es\n 	* Solution Overview \n 	* On-demand vs. on-premise\n\nSales Cycle\n\n	*
  Target customer profiles\n 	* Target persona – Security & Development\n 	* 
 Discovery\n 	* Qualification\n 	* Objection Handling\n 	* Competition\n 	* Rol
 e of pre-sales (qualification\, demos\, proof of concept)\n 	* Pricing & Co
 nfiguration\n\nPutting it in to practice \n\n	* Discovery Role Play\n\nPart
 ner Support\n\n	* Marketing\n 	* Sales\n\nDO NOT BOOK YOUR TRAVEL UNTIL YOU 
 RECEIVE FINAL CONFIRMATION!\n\nCONTACT INFORMATION\n\nFOR MICRO FOCUS EMPL
 OYEES: \ncontact Anita Chrobok anita.chrobok@microfocus.com  \n\nFOR MICRO
  FOCUS PARTNERS:\ncontact Elena de Pablo elena.de-pablo@microfocus.com
DTSTART:20200122T130000Z
DTEND:20200124T120000Z
LAST-MODIFIED:20260502T155817Z
LOCATION:Micro Focus Office - 4th Floor\, Carrer de Pallars\, 193\, Floor 4
 \, Barcelona CT 08005\, Spain
SEQUENCE:0
STATUS:CONFIRMED
SUMMARY:Live Event 22-24 Jan.20 INTL Fortify Sales Masterclass in Barcelona
  or Dusseldorf
TRANSP:OPAQUE
X-ALT-DESC;FMTTYPE=text/html:<p style='margin-bottom:.0001pt\;margin-left:0
 cm\;margin-right:0cm\;margin-top:0cm\;'><span style='font-size:12pt\;'><sp
 an style='font-family:'Times New Roman'\, serif\;'><strong><span style='fo
 nt-size:10pt\;'><span style='background:#ffffff\;'><span style='font-famil
 y:Arial\, sans-serif\;'><span style='color:#0079ef\;'>Fortify Sales W</spa
 n></span></span></span></strong><strong><span style='border:none 1pt\;font
 -size:10pt\;padding:0cm\;'><span style='font-family:Arial\, sans-serif\;'>
 <span style='color:#0079ef\;'>orkshop Objective: </span></span></span></st
 rong><span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span st
 yle='font-family:Arial\, sans-serif\;'><span style='color:#000000\;'>How t
 o discover\, qualify and close Application Security opportunities\,</span>
 </span></span></span></span></p>\n\n<p style='margin-bottom:.0001pt\;margi
 n-left:0cm\;margin-right:0cm\;margin-top:0cm\;'><span style='font-size:12p
 t\;'><span style='font-family:'Times New Roman'\, serif\;'><strong><span s
 tyle='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span style='font-fa
 mily:Arial\, sans-serif\;'><span style='color:#0079ef\;'>Target Audience:<
 /span></span></span></strong> <span style='border:none 1pt\;font-size:10pt
 \;padding:0cm\;'><span style='font-family:Arial\, sans-serif\;'><span styl
 e='color:#000000\;'>INTL Partners accompanied by PBMs</span></span></span>
 </span></span></p>\n\n<p style='margin-bottom:.0001pt\;margin-left:0cm\;ma
 rgin-right:0cm\;margin-top:0cm\;'><span style='font-size:12pt\;'><span sty
 le='font-family:'Times New Roman'\, serif\;'><strong><span style='border:n
 one 1pt\;font-size:10pt\;padding:0cm\;'><span style='font-family:Arial\, s
 ans-serif\;'><span style='color:#0079ef\;'>Prework:</span></span></span></
 strong> <span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span
  style='font-family:Arial\, sans-serif\;'><span style='color:#000000\;'>Al
 l attendees are expected to have completed the Fortify Sales Certification
  eLearning Level 100 & 200 & Partners have (or should have!) Fortify oppor
 tunities.</span></span></span></span></span></p>\n\n<p style='margin-botto
 m:.0001pt\;margin-left:0cm\;margin-right:0cm\;margin-top:0cm\;'><span styl
 e='font-size:12pt\;'><span style='font-family:'Times New Roman'\, serif\;'
 ><strong><span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><spa
 n style='font-family:Arial\, sans-serif\;'><span style='color:#0079ef\;'>A
 genda</span></span></span></strong><span style='border:none 1pt\;font-size
 :10pt\;padding:0cm\;'><span style='font-family:Arial\, sans-serif\;'><span
  style='color:#000000\;'>: </span></span></span></span></span></p>\n\n<p s
 tyle='margin-bottom:.0001pt\;margin-left:0cm\;margin-right:0cm\;margin-top
 :0cm\;'><span style='font-size:12pt\;'><span style='font-family:'Times New
  Roman'\, serif\;'><u><span style='border:none 1pt\;font-size:10pt\;paddin
 g:0cm\;'><span style='font-family:Arial\, sans-serif\;'><span style='color
 :#000000\;'>Application Security Overview</span></span></span></u></span><
 /span></p>\n\n<ul><li style='margin-top:5pt\;margin-right:72pt\;margin-bot
 tom:5pt\;margin:0cm 0cm .0001pt 36pt\;'><span style='font-size:11pt\;'><sp
 an style='line-height:105%\;'><span style='font-family:Calibri\, sans-seri
 f\;'><span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span st
 yle='line-height:105%\;'><span style='font-family:Arial\, sans-serif\;'><s
 pan style='color:#000000\;'>What exactly is the Application Security Probl
 em?</span></span></span></span></span></span></span></li>\n	<li style='marg
 in-top:5pt\;margin-right:108pt\;margin-bottom:5pt\;margin:0cm 0cm .0001pt 
 36pt\;'><span style='font-size:11pt\;'><span style='line-height:105%\;'><s
 pan style='font-family:Calibri\, sans-serif\;'><span style='border:none 1p
 t\;font-size:10pt\;padding:0cm\;'><span style='line-height:105%\;'><span s
 tyle='font-family:Arial\, sans-serif\;'><span style='color:#000000\;'>Indu
 stry Trends</span></span></span></span></span></span></span></li>\n	<li sty
 le='margin-top:5pt\;margin-right:144pt\;margin-bottom:5pt\;margin:0cm 0cm 
 .0001pt 36pt\;'><span style='font-size:11pt\;'><span style='line-height:10
 5%\;'><span style='font-family:Calibri\, sans-serif\;'><span style='border
 :none 1pt\;font-size:10pt\;padding:0cm\;'><span style='line-height:105%\;'
 ><span style='font-family:Arial\, sans-serif\;'><span style='color:#000000
 \;'>Fortify Value Proposition</span></span></span></span></span></span></s
 pan></li>\n	<li style='margin-top:5pt\;margin-right:144pt\;margin-bottom:5p
 t\;margin:0cm 0cm .0001pt 36pt\;'><span style='font-size:11pt\;'><span sty
 le='line-height:105%\;'><span style='font-family:Calibri\, sans-serif\;'><
 span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span style='l
 ine-height:105%\;'><span style='font-family:Arial\, sans-serif\;'><span st
 yle='color:#000000\;'>Customer Case Studies</span></span></span></span></s
 pan></span></span></li>\n	<li style='margin-top:5pt\;margin-right:144pt\;ma
 rgin-bottom:5pt\;margin:0cm 0cm .0001pt 36pt\;'><span style='font-size:11p
 t\;'><span style='line-height:105%\;'><span style='font-family:Calibri\, s
 ans-serif\;'><span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'>
 <span style='line-height:105%\;'><span style='font-family:Arial\, sans-ser
 if\;'><span style='color:#000000\;'>Solution Overview </span></span></span
 ></span></span></span></span></li>\n	<li style='margin-top:5pt\;margin-righ
 t:144pt\;margin-bottom:5pt\;margin:0cm 0cm 8pt 36pt\;'><span style='font-s
 ize:11pt\;'><span style='line-height:105%\;'><span style='font-family:Cali
 bri\, sans-serif\;'><span style='border:none 1pt\;font-size:10pt\;padding:
 0cm\;'><span style='line-height:105%\;'><span style='font-family:Arial\, s
 ans-serif\;'><span style='color:#000000\;'>On-demand vs. on-premise</span>
 </span></span></span></span></span></span></li>\n</ul><p style='margin-bot
 tom:.0001pt\;margin-left:0cm\;margin-right:0cm\;margin-top:0cm\;'><span st
 yle='font-size:12pt\;'><span style='font-family:'Times New Roman'\, serif\
 ;'><u><span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span s
 tyle='font-family:Arial\, sans-serif\;'><span style='color:#000000\;'>Sale
 s Cycle</span></span></span></u></span></span></p>\n\n<ul><li style='margi
 n-top:5pt\;margin-right:36pt\;margin-bottom:5pt\;margin:0cm 0cm .0001pt 36
 pt\;'><span style='font-size:11pt\;'><span style='line-height:105%\;'><spa
 n style='font-family:Calibri\, sans-serif\;'><span style='border:none 1pt\
 ;font-size:10pt\;padding:0cm\;'><span style='line-height:105%\;'><span sty
 le='font-family:Arial\, sans-serif\;'><span style='color:#000000\;'>Target
  customer profiles</span></span></span></span></span></span></span></li>\n
 	<li style='margin-top:5pt\;margin-right:36pt\;margin-bottom:5pt\;margin:0c
 m 0cm .0001pt 36pt\;'><span style='font-size:11pt\;'><span style='line-hei
 ght:105%\;'><span style='font-family:Calibri\, sans-serif\;'><span style='
 border:none 1pt\;font-size:10pt\;padding:0cm\;'><span style='line-height:1
 05%\;'><span style='font-family:Arial\, sans-serif\;'><span style='color:#
 000000\;'>Target persona – Security & Development</span></span></span></sp
 an></span></span></span></li>\n	<li style='margin-top:5pt\;margin-right:36p
 t\;margin-bottom:5pt\;margin:0cm 0cm .0001pt 36pt\;'><span style='font-siz
 e:11pt\;'><span style='line-height:105%\;'><span style='font-family:Calibr
 i\, sans-serif\;'><span style='border:none 1pt\;font-size:10pt\;padding:0c
 m\;'><span style='line-height:105%\;'><span style='font-family:Arial\, san
 s-serif\;'><span style='color:#000000\;'>Discovery</span></span></span></s
 pan></span></span></span></li>\n	<li style='margin-top:5pt\;margin-right:36
 pt\;margin-bottom:5pt\;margin:0cm 0cm .0001pt 36pt\;'><span style='font-si
 ze:11pt\;'><span style='line-height:105%\;'><span style='font-family:Calib
 ri\, sans-serif\;'><span style='border:none 1pt\;font-size:10pt\;padding:0
 cm\;'><span style='line-height:105%\;'><span style='font-family:Arial\, sa
 ns-serif\;'><span style='color:#000000\;'>Qualification</span></span></spa
 n></span></span></span></span></li>\n	<li style='margin-top:5pt\;margin-rig
 ht:36pt\;margin-bottom:5pt\;margin:0cm 0cm .0001pt 36pt\;'><span style='fo
 nt-size:11pt\;'><span style='line-height:105%\;'><span style='font-family:
 Calibri\, sans-serif\;'><span style='border:none 1pt\;font-size:10pt\;padd
 ing:0cm\;'><span style='line-height:105%\;'><span style='font-family:Arial
 \, sans-serif\;'><span style='color:#000000\;'>Objection Handling</span></
 span></span></span></span></span></span></li>\n	<li style='margin-top:5pt\;
 margin-right:36pt\;margin-bottom:5pt\;margin:0cm 0cm .0001pt 36pt\;'><span
  style='font-size:11pt\;'><span style='line-height:105%\;'><span style='fo
 nt-family:Calibri\, sans-serif\;'><span style='border:none 1pt\;font-size:
 10pt\;padding:0cm\;'><span style='line-height:105%\;'><span style='font-fa
 mily:Arial\, sans-serif\;'><span style='color:#000000\;'>Competition</span
 ></span></span></span></span></span></span></li>\n	<li style='margin-top:5p
 t\;margin-right:36pt\;margin-bottom:5pt\;margin:0cm 0cm .0001pt 36pt\;'><s
 pan style='font-size:11pt\;'><span style='line-height:105%\;'><span style=
 'font-family:Calibri\, sans-serif\;'><span style='border:none 1pt\;font-si
 ze:10pt\;padding:0cm\;'><span style='line-height:105%\;'><span style='font
 -family:Arial\, sans-serif\;'><span style='color:#000000\;'>Role of pre-sa
 les (qualification\, demos\, proof of concept)</span></span></span></span>
 </span></span></span></li>\n	<li style='margin-top:5pt\;margin-right:36pt\;
 margin-bottom:5pt\;margin:0cm 0cm 8pt 36pt\;'><span style='font-size:11pt\
 ;'><span style='line-height:105%\;'><span style='font-family:Calibri\, san
 s-serif\;'><span style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><s
 pan style='line-height:105%\;'><span style='font-family:Arial\, sans-serif
 \;'><span style='color:#000000\;'>Pricing & Configuration</span></span></s
 pan></span></span></span></span></li>\n</ul><p style='margin-bottom:.0001p
 t\;margin-left:0cm\;margin-right:0cm\;margin-top:0cm\;'><span style='font-
 size:12pt\;'><span style='font-family:'Times New Roman'\, serif\;'><u><spa
 n style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span style='font
 -family:Arial\, sans-serif\;'><span style='color:#000000\;'>Putting it in 
 to practice </span></span></span></u></span></span></p>\n\n<ul><li style='
 margin-top:5pt\;margin-right:36pt\;margin-bottom:5pt\;margin:0cm 0cm 8pt 3
 6pt\;'><span style='font-size:11pt\;'><span style='line-height:105%\;'><sp
 an style='font-family:Calibri\, sans-serif\;'><span style='border:none 1pt
 \;font-size:10pt\;padding:0cm\;'><span style='line-height:105%\;'><span st
 yle='font-family:Arial\, sans-serif\;'><span style='color:#000000\;'>Disco
 very Role Play</span></span></span></span></span></span></span></li>\n</ul
 ><p style='margin-bottom:.0001pt\;margin-left:0cm\;margin-right:0cm\;margi
 n-top:0cm\;'><span style='font-size:12pt\;'><span style='font-family:'Time
 s New Roman'\, serif\;'><u><span style='border:none 1pt\;font-size:10pt\;p
 adding:0cm\;'><span style='font-family:Arial\, sans-serif\;'><span style='
 color:#000000\;'>Partner Support</span></span></span></u></span></span></p
 >\n\n<ul><li style='margin-top:5pt\;margin-right:36pt\;margin-bottom:5pt\;
 margin:0cm 0cm .0001pt 36pt\;'><span style='font-size:11pt\;'><span style=
 'line-height:105%\;'><span style='font-family:Calibri\, sans-serif\;'><spa
 n style='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span style='line
 -height:105%\;'><span style='font-family:Arial\, sans-serif\;'><span style
 ='color:#000000\;'>Marketing</span></span></span></span></span></span></sp
 an></li>\n	<li style='margin-top:5pt\;margin-right:36pt\;margin-bottom:5pt\
 ;margin:0cm 0cm 8pt 36pt\;'><span style='font-size:11pt\;'><span style='li
 ne-height:105%\;'><span style='font-family:Calibri\, sans-serif\;'><span s
 tyle='border:none 1pt\;font-size:10pt\;padding:0cm\;'><span style='line-he
 ight:105%\;'><span style='font-family:Arial\, sans-serif\;'><span style='c
 olor:#000000\;'>Sales</span></span></span></span></span></span></span></li
 >\n</ul><p style='border:0px\;margin-bottom:1.7em\;margin-left:0px\;margin
 -right:0px\;margin-top:.3em\;padding:0px\;'><span style='font-size:13px\;'
 ><span style='background:#ffffff\;'><span><span style='line-height:1.5\;'>
 <span style='font-size:small\;'><font style='background-color:#ffffff\;col
 or:#000000\;font-family:Arial\, Helvetica\, sans-serif\;font-style:normal\
 ;font-weight:400\;letter-spacing:normal\;text-indent:0px\;text-transform:n
 one\;white-space:normal\;word-spacing:0px\;'><strong style='background:tra
 nsparent\;border:0px\;font-size:13px\;font-weight:bold\;margin:0px\;paddin
 g:0px\;'><span style='border:0px\;font-size:13px\;margin:0px\;padding:0px\
 ;'><span style='background:transparent\;'><span><u style='text-decoration:
 underline\;'>DO NOT book your travel until you receive final confirmation<
 /u></span></span></span></strong><span style='border:0px\;font-size:13px\;
 margin:0px\;padding:0px\;'><span style='background:transparent\;'><span><u
  style='text-decoration:underline\;'>!</u></span></span></span></font></sp
 an></span></span></span></span></p>\n\n<p><strong>Contact Information</str
 ong></p>\n\n<p><strong>For Micro Focus Employees: </strong><br />\ncontact
  Anita Chrobok <a href='mailto:anita.chrobok@microfocus.com'>anita.chrobok
 @microfocus.com</a>  </p>\n\n<p><strong>For Micro Focus Partners:</strong>
 <br />\ncontact Elena de Pablo <a href='mailto:elena.de-pablo@microfocus.c
 om'>elena.de-pablo@microfocus.com</a></p>
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