Agenda:

 

Application Security Overview

What exactly is the Application Security Problem?

Industry Trends

Fortify Value Proposition

Customer Case Studies

Solution Overview

On-demand vs. on-premise

 

Sales Cycle

Target customer profiles

Target persona – Security & Development

Discovery

Qualification

Objection Handling

Competition

Role of pre-sales (qualification, demos, proof of concept)

Pricing & Configuration

 

Putting it in to practice

Discovery Role Play

Partner Support

Marketing

Sales