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

© 2020 Forcepoint
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

© 2020 Forcepoint
 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