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Set the ground of understanding the architecture before signing. Have a plan with the customer to avoid any delays to drive deployment and value quicker

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Over the last years we usually planned 60 minutes for demos. Nowadays we are having more products to sell. Perhaps we should rethink how to use those 60 minutes, as we currently we have a 50/50 split between Sales and SE.

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Translating Expert Academy in Spanish and Portuguese so customers and partners can make use of these. (AI tools make the ability to do this quickly and cheaply.)

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Sign deals for the month's beginning. Of HW/deployment issues arise - we can still acknowledge the deal and help the customer.

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Sign deals for the month's beginning. Of HW/deployment issues arise - we can still acknowledge the deal and help the customer.

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Give us the deep knowledge findings from all 1200 customers

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Involvement of more teams earlier in Sales cycle

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Involvement of more teams earlier in Sales cycle

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Post sales / exec buy in / product

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If needed, having a delay in the start date for enterprise customer deals

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We need CS/SA alignment to the region's organisation

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Search ways to make an installation package, so this will reduce the time customer takes for the first stages of the on-boarding.

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Inclusion into Mutual Action Plan

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Partnership Reviews with VIP & High Touch

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Partnership Reviews with VIP & High Touch

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Provide more Red Teaming Workshops as it helps prospects understand the product better and manages their expectations.

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Introduction to EB/DM on each closed won deal

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Ideally, we would suggest to have the seller part of the kick-off meeting

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Having a process to reduce friction between handoffs between groups.

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Alerts in salesforce when products are not activated at time (finance,revops,sales,csm)

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Let happy customers talk to each other/prospects

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Having monthly customer ping to customer to ensure they are happy and ensure their pulse for Pentera is still visible and not forgotten is key to reducing Churn

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Providing guidance on technical pre-requisites ahead of onboarding (having a document available that can be shared with the customer ahead of the deal closure).

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push for next step

deepen relationship

build trust

not just meeting

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in order to ramp into successful kickoff call with background info

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Improve overview of Marketing activities

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Improve overview of Marketing activities

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Lack of marketing overview of what is provided to our customers when. E.g. newsletters or webinars

Include Penterians to the Newsletter

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Give as ground rules to extend start date - speak with finance in advance before closing a deal

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Sales/CS, SDR/BDR, SE, SA's etc.

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We need to give access to the customer to our portal and knowledge base as soon as possible (=> when the OF is signed) - in order to be up and running on Day 1

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Giving customers a good, better, best roadmap of what they can expect or build towards with Pentera implementation from the first, second, third year.

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Addressing the challenges that they may see upfront

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Addressing the challenges that they may see upfront

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Getting buy in and preparedness from the customer ahead of deal close

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Do your research, qualify the prospect and tailor the demo to the customer's needs.

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to inform and sharpen cold outreach with specific examples and stories

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Instead of engaging C Level on call directly, we should engage meaningful conversation through key trends and topics C Level like to listen to.

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Better training for SDR's on technical product knowledge

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Architecture sessions after the tech win before the purchase to get ahead of roadblocks

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Architecture sessions after the tech win before the purchase to get ahead of roadblocks

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Lack of resources for remediation, Pentera should focus on Partner that can deliver this service to the customers, incentivise and focus on  partners that offer remediation services

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Pre sales architecture content. Presentation for SMB and Mid, maybe SA and CSM for enterprise. Can we estimate deployment time?

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How the company can providing a way to adjust the start day of the licenses to match the implementation plan.

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Deep dive into the different personas in the business 

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Deep dive into the different personas in the business 

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A CISO may need different use cases to a Red Team Leader

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To understand exactly what will be required to operationalize. Specifically with barriers to spin up remote attack nodes. Ultimately Utilization = stickiness

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Jovi, Niv, Jeric: Every customer visit we need to asked partner to joined so that they can learn on the field together. Best way to speed partner skills up is to go on the field more.

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Create awareness of deployment requirements before signature

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Create awareness of deployment requirements before signature

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Make sure that customer understands how deployment and introduction looks like, e.g. HW required, SIEM integration…

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Customer centricity - customer first not Pentera first 

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Customer centricity - customer first not Pentera first 

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Maintaining momentum (SDR - AE - SA - CSM)

Speak with more passion

Relationship is key

Tailoring our conversations to the ‘type’ of CISO (technical led vs governance led)

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Early alignment between pre and post sales.

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Ensuring clearer SE engagements towards the end of the deals around architecture/hardware requirements.

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Understand how customers are getting value out of Pentera.

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Create mutual action plan to make sure CSM is included early on

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Ensure everyone is following the standardized Post-sale handoff process

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Eric SE : Suggest POV experience training to partners and POV experience has to be refined to include expectations, running the POV perspective exercise to help partner to explain results findings as well as meeting customer objectives such as aligning with solutions.

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If we can't create a compelling event the handoff's need to be more effective internally between AE's and SE's and SDR/BDR etc.

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Flexibility to the process of onboarding - doing extra may bring a big impact to the customer's journey

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Putting notes in a central place (Salesforce?) to pass opportunity history over to CS during handoff

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SDRs can help SEs understand the expectations prospects have before they are introduced to them.

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When do we involve CS/SA pre-sale

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Understand, why we have to avoid one year contract.

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During a POV, we provide lots of valuable info to the customer but we also need to collect important data points for ourselves (architecture, technical requirements, potential show-stoppers,...)

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Niv APAC talks about partner enablement growth to ensure better support outcome

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for the enterprise

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SDRs should also help with scheduling follow-ups after each step

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for the enterprise

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Customer expects us to be trust advisors, so they are expecting guidance from us.

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Japan Megumi: Translation on UI and conversation from Pentera international visits using AI Voice to assist a better support for SA as an example.

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When Finance and Revops is envolved in earlier stage - it made a big impact for the customer experience

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Understand and improved the perfect time to explain the requirements to set expectations.

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Sending detailed follow ups and action items internally to make customer experience handoff between SDR, AE, SE, SA, and CSM smoother

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Beneficial to hear specifics on reasons why we lost to avoid it and be aware of it in the future for other customers.

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Better comms on what is needed to run Pentera pre-sales

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Pipeline is less of an issue when SDRs work closely with the channel and then make sure that the Channel takes care of the customer on the whole journey

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Being very transparent from the start gives that handoff a positive start and successfully move them down the line.

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We really need to make sure we involve early enough all deal contributors (SE, SA, CSM,...) and align them with their counterparts at the customer so that nobody "discovers" issues at a late stage

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Share existing business trends with the specific business regions to see the impact of their work / tactical changes.

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Building out a yearly plan early. Its part of the CSM kickoff call but the earlier you can develop this at prospects the better

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Breaking down what was the latest concept you've showed the customer so CSMs can continue the conversation rather than starting fresh

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Before signing - speak about the Hardware capabilities - especially without POV

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AE more controls around which post sales people to include. 

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AE more controls around which post sales people to include. 

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Might want different post sales people to speak to different end users.

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give sales better insights into what good looks like for pre-sales

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Do at least 2 year deals, but incentives needs to fit to the long term contract as well

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Renew effort to break down silos between

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Renew effort to break down silos between

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Involve the post sales teams early in the process to ensure customer fit and successful handoff.

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having a heightened focus on building relationships even when the propsects aren't ready to buy. It's still apart of our customer experience even when they aren't a customer YET.

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Michael suggested POV Debrief for the CISO and CIO / any other Executive. The SE should have slide to show how the journey will look like and how to appreciate the value of SVA and SA.

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Include AEs, SDRs, CSMs, SEs, etc are on all new product feature/release sessions

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Include AEs, SDRs, CSMs, SEs, etc are on all new product feature/release sessions

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not easy, but know when to push back.

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Do at least 2 year deals

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Involve SAs and CSM resources in the presales conversation as much as possible

Do this by reaching out to Stephen Ivey as not all CSMs can join every presales opportunity

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One team approach - Irene's and Emanuel's session

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Eric - SE , Involve CSM and SA even before the project start. Therefore these engagement will be able to reduce churn rate and help customers appreciate Pentera more.

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Enable our customers to remediate (during onboarding, with the help of partners, etc.)

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giving more insight into what a good customer looks like in our regions to help with qualification in/out

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People buy from people they can trust

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Set the right expectations and improve the structured mutual plan before start the on-boarding.

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Don't send renewal quote without AE knowing 

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Don't send renewal quote without AE knowing 

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Quickstart format for baseline communication of what is needed to get started.

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Melany - SDR (Good Cop and Bad Cop strategy) approach and maintaining a good relationship with the customer from the start.

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Documenting out the domain/tribal knowledge that the SEs have learned to help qualify out deals that Pentera isn't a good fit for