Regional Roundtable by Cassidy Corcoran https://padlet.com/pentera2/vss1w3sa4kpsq2mk Add your group's key takeaways and feedback for each of the key questions below. en-us 2025-03-02 14:09:26 UTC 2025-03-05 10:32:20 UTC hello@padlet.com Hearing https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352235255 Hearing straight from the customers about value they find after they go live post sales

]]> 2025-03-05 09:37:55 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352235255 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352235751 Need for handoff is super crucial, most customers are core and need to expand so handoff will be crucial for expansions as well if the customer is happy - JDawg

]]> 2025-03-05 09:38:24 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352235751 APAC Table 9 eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352235968 Jeric: Alot of ammunition to talk to his partner and excite them. Do not play the competitors games and bring them to our games instead. Creates a good confident. Help customer to think in graph and he will use this to present to his partners next week.

]]> 2025-03-05 09:38:37 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352235968 Hearing from the customers https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352236501 Handoff from pre to post sales and the customers sharing their experiences.


]]> 2025-03-05 09:39:01 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352236501 DACH 10B: https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352236788 The importance of listening to the voice of the customer.

]]> 2025-03-05 09:39:18 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352236788 Customer facing https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237571 Customer retention is won from the start of the engagement in pre-sales all the way through renewal.

]]> 2025-03-05 09:39:44 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237571 KPIs from Praveen https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237574 Looking for “how many holes can Pentera find each year”.

]]> 2025-03-05 09:39:44 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237574 3 year deals https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237575 Importance of 3 year deals. Minimum 2 years. Redoubling efforts to anchor and not cave.

]]> 2025-03-05 09:39:44 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237575 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237828 Cohesiveness with syncing across CS, SAs, BDRs, Channel, and AEs is critical for customer experiences

]]> 2025-03-05 09:40:00 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237828 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237841 the last sessions - post sales, how to improve the process from pre to post sales to encure a healthier deployment to see value in earlier stage.


]]> 2025-03-05 09:40:01 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352237841 Qualifying the right customer out early https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352238473 How can we qualify out the incompatible customers early and often.

]]> 2025-03-05 09:40:38 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352238473 Healthy 3 year deals https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352239450 The fact that churned deals hurt the business. Never aim for 1 year enterprise deals.

]]> 2025-03-05 09:41:30 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352239450 Churn - unhealthy deals guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352239971 The session about qualifying properly the deals really resonated with us ; making sure we don't oversell and underdeliver

]]> 2025-03-05 09:41:58 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352239971 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240221 Using existing customer ruse cases and challenges they've solved to drive engagement with new prospects

]]> 2025-03-05 09:42:11 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240221 Pre-Post sales teamwork https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240352 how teams work togther and collab pre/post sales


]]> 2025-03-05 09:42:18 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240352 Cross team alignment https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240393 individual teams can't win individually. Marketing, Channel, Sales, Technical Sales all needs to be aligned.

]]> 2025-03-05 09:42:20 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240393 Building credibility early in the sales cycle https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240616 Hearing how the CISOs on the customer panel established and identified that Pentera was the right type of new solution for their orgs

]]> 2025-03-05 09:42:33 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240616 Inter https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240843

Understand how the CISO's perceive our SDR approach, and the feedback about what works: Doing the things with passion, understand their needs, and took time to understand their focus.

]]> 2025-03-05 09:42:45 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352240843 Healthy Deals https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241434 Engage CSM/SA pre sale cycle

]]> 2025-03-05 09:43:15 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241434 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241575 Understand the daily basics of how other works teams works.

]]> 2025-03-05 09:43:22 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241575 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241657 Great theme of aligning pre and post sales teams

]]> 2025-03-05 09:43:27 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241657 Multi-year Deals https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241863 2025-03-05 09:43:40 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241863 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241924 Using customer success request channel (ask them for what it is) to ask for current customer references to open doors to new prospects

]]> 2025-03-05 09:43:46 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241924 Right deal hygiene guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241958 Put lots of efforts on a thorough technical qualification to make sure we get a good understanding of the real customer need -> hence less probability of churn


]]> 2025-03-05 09:43:48 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352241958 Niv eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352242046 Japan needs time to fully test out the function and features before putting the solution in productions.

]]> 2025-03-05 09:43:52 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352242046 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352242166 The combination of strong support and service is KEY


]]> 2025-03-05 09:43:59 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352242166 No need to overpromise https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352242827 We have an incredible customer roster. Can't overextend what we do to accommodate one customer.

]]> 2025-03-05 09:44:37 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352242827 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352243606 Learning to say NO is very important (coming from finance). This approach is amazing!

]]> 2025-03-05 09:45:06 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352243606 Sell the right product at the right time https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352243755 Make sure we understand when the customer will be ready to use our products, so the is no “idle” product in their portfolio (e.g. understand legal approval around the product)

]]> 2025-03-05 09:45:16 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352243755 What does GOOD look like from a customer perspective https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352243800 The customer panel, architecture, deployment discussions are beneficial to start pre-emptively setting up post-sales for success

]]> 2025-03-05 09:45:18 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352243800 Including the partner throughout the customer journey https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352244835 From early opp to close to post sales, we need our partners in lock step for our customer journey.

]]> 2025-03-05 09:46:13 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352244835 Validation fit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245129 Validation fit, get as much information as possible on the early stages to make sure about the deployment.

]]> 2025-03-05 09:46:30 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245129 Customer thoughts https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245227 Lean into customer doubts/fears.

Own what we do.

No BS.

dont apologize

control what we can Bbe prepared

Passion



]]> 2025-03-05 09:46:36 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245227 Expectation Setting https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245440 The contrast between the POV and deployment should be communicated with the customer. During the POV they see immediate value within one day.

]]> 2025-03-05 09:46:47 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245440 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245540 Using partnership communities to drive customer retention and ensure customer happiness

]]> 2025-03-05 09:46:54 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245540 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245807 The fact the Pantera supports to be flexible, to hear it from Sales and CS is very empowering

]]> 2025-03-05 09:47:09 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352245807 Understand who all your Pentera resources are for each account https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246062 SDR

AE

SE

CSM

SA

Deployment Team

]]> 2025-03-05 09:47:17 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246062 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246064 Transparency between all the teams - is the most important in order to level up and ensure success

]]> 2025-03-05 09:47:17 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246064 Collab pre/post sale https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246691 Be stronger in how we involve the full team earlier in the sales cycle

]]> 2025-03-05 09:47:41 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246691 Deal qualification guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246729 in many cases, the early involvment of the partner will allow us to get a much better understanding on the customer's environment. They are our first man on the ground, let's use their knowledge

]]> 2025-03-05 09:47:44 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352246729 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247132 Disqualifying deals that aren't good fits for us early rather than using prospects that are bad fits as "science projects" or shouldn't have been sold to in the first place

]]> 2025-03-05 09:48:10 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247132 Early Postsales Involvement during Presales https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247627 Involve/Introduce your postsales folks in presales

]]> 2025-03-05 09:48:32 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247627 SDR reach out https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247920 Passion

know what you talking about

understand the customer pains

prepare-prepare

]]> 2025-03-05 09:48:45 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247920 Central source of truth for all customer interactions. Better documentation across AE, SA, and CSM notes https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247945 2025-03-05 09:48:47 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352247945 APAC Table 9 eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352248112 Grenadine - Marketing Cohesiveness and working closely with SDR and AE to achieve greatness together

]]> 2025-03-05 09:48:56 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352248112 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352248229 After today - there is a full 360 vision about the retention process, essence and the entire team approach

]]> 2025-03-05 09:49:04 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352248229 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249137 Documenting out the domain/tribal knowledge that the SEs have learned to help qualify out deals that Pentera isn't a good fit for

]]> 2025-03-05 09:49:48 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249137 APAC eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249398 Melany - SDR (Good Cop and Bad Cop strategy) approach and maintaining a good relationship with the customer from the start.

]]> 2025-03-05 09:49:59 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249398 Simpler format for deployment https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249657 Quickstart format for baseline communication of what is needed to get started.

]]> 2025-03-05 09:50:12 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249657 Don't send renewal quote without AE knowing https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249932 2025-03-05 09:50:26 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352249932 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250146 Set the right expectations and improve the structured mutual plan before start the on-boarding.

]]> 2025-03-05 09:50:40 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250146 SE access to customer support requests https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250471 2025-03-05 09:51:00 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250471 Trust https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250534 People buy from people they can trust

]]> 2025-03-05 09:51:04 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250534 CS working with Sales https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250536 giving more insight into what a good customer looks like in our regions to help with qualification in/out

]]> 2025-03-05 09:51:04 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250536 Remediation Enablement https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250566 Enable our customers to remediate (during onboarding, with the help of partners, etc.)

]]> 2025-03-05 09:51:07 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250566 APAC eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250909 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.

]]> 2025-03-05 09:51:27 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250909 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250976 One team approach - Irene's and Emanuel's session

]]> 2025-03-05 09:51:31 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352250976 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251001 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

]]> 2025-03-05 09:51:33 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251001 Deal length https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251223 Do at least 2 year deals

]]> 2025-03-05 09:51:44 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251223 3 year deals https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251885 not easy, but know when to push back.

]]> 2025-03-05 09:52:21 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251885 More post sales people https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251958 2025-03-05 09:52:26 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352251958 Include AEs, SDRs, CSMs, SEs, etc are on all new product feature/release sessions https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352252418 2025-03-05 09:52:51 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352252418 APAC eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352252516 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.

]]> 2025-03-05 09:52:56 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352252516 Long term relationships https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352252702 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.

]]> 2025-03-05 09:53:07 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352252702 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352253112 Involve the post sales teams early in the process to ensure customer fit and successful handoff.

]]> 2025-03-05 09:53:25 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352253112 Renew effort to break down silos between https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352253268 2025-03-05 09:53:34 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352253268 Deal Duration https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352253274 Do at least 2 year deals, but incentives needs to fit to the long term contract as well

]]> 2025-03-05 09:53:34 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352253274 what makes a happy customer https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254430 give sales better insights into what good looks like for pre-sales

]]> 2025-03-05 09:54:41 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254430 Microsoft Teams! https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254564 2025-03-05 09:54:50 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254564 AE more controls around which post sales people to include. https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254662 Might want different post sales people to speak to different end users.

]]> 2025-03-05 09:54:56 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254662 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254683 Before signing - speak about the Hardware capabilities - especially without POV


]]> 2025-03-05 09:54:57 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254683 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254767 Breaking down what was the latest concept you've showed the customer so CSMs can continue the conversation rather than starting fresh

]]> 2025-03-05 09:55:03 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352254767 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255431 Building out a yearly plan early. Its part of the CSM kickoff call but the earlier you can develop this at prospects the better

]]> 2025-03-05 09:55:37 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255431 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255531 Share existing business trends with the specific business regions to see the impact of their work / tactical changes.

]]> 2025-03-05 09:55:43 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255531 multi-level team involvment guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255577 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

]]> 2025-03-05 09:55:46 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255577 SDR perspective https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255741 Being very transparent from the start gives that handoff a positive start and successfully move them down the line.

]]> 2025-03-05 09:55:57 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255741 Channel integration https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255745 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

]]> 2025-03-05 09:55:57 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352255745 Deployment Needs https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256243 Better comms on what is needed to run Pentera pre-sales

]]> 2025-03-05 09:56:24 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256243 Specifics to avoid in the future https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256318 Beneficial to hear specifics on reasons why we lost to avoid it and be aware of it in the future for other customers.

]]> 2025-03-05 09:56:28 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256318 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256351 Sending detailed follow ups and action items internally to make customer experience handoff between SDR, AE, SE, SA, and CSM smoother


]]> 2025-03-05 09:56:31 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256351 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256917 Understand and improved the perfect time to explain the requirements to set expectations.

]]> 2025-03-05 09:56:57 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352256917 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257403 When Finance and Revops is envolved in earlier stage - it made a big impact for the customer experience


]]> 2025-03-05 09:57:25 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257403 APAC eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257643 Japan Megumi: Translation on UI and conversation from Pentera international visits using AI Voice to assist a better support for SA as an example.

]]> 2025-03-05 09:57:40 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257643 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257778 Customer expects us to be trust advisors, so they are expecting guidance from us.


]]> 2025-03-05 09:57:47 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257778 SA's going on site https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257887 for the enterprise

]]> 2025-03-05 09:57:53 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352257887 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258032 SDRs should also help with scheduling follow-ups after each step

]]> 2025-03-05 09:58:02 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258032 SA's going on site https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258051 for the enterprise

]]> 2025-03-05 09:58:03 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258051 Add SAs to PoV summary slack channel https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258500 2025-03-05 09:58:31 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258500 APAC eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258736 Niv APAC talks about partner enablement growth to ensure better support outcome

]]> 2025-03-05 09:58:44 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352258736 POV best practices guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352259016 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,...)

]]> 2025-03-05 09:59:01 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352259016 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352259776 Understand, why we have to avoid one year contract.

]]> 2025-03-05 09:59:43 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352259776 Formalize pre/post sales cycle https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352259851 When do we involve CS/SA pre-sale

]]> 2025-03-05 09:59:47 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352259851 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352260701 SDRs can help SEs understand the expectations prospects have before they are introduced to them.

]]> 2025-03-05 10:00:31 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352260701 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352260776 Putting notes in a central place (Salesforce?) to pass opportunity history over to CS during handoff

]]> 2025-03-05 10:00:35 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352260776 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352260778 Flexibility to the process of onboarding - doing extra may bring a big impact to the customer's journey

]]> 2025-03-05 10:00:35 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352260778 Create compelling event https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352261192 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.

]]> 2025-03-05 10:00:54 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352261192 APAC - POV Support eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352261682 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.

]]> 2025-03-05 10:01:20 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352261682 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352261833 Ensure everyone is following the standardized Post-sale handoff process

]]> 2025-03-05 10:01:30 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352261833 Early CSM introduction https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352262589 Create mutual action plan to make sure CSM is included early on

]]> 2025-03-05 10:02:10 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352262589 AE's in CSM QBR's https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352262638 Understand how customers are getting value out of Pentera.

]]> 2025-03-05 10:02:13 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352262638 Customer retention from CSM https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352262863 Ensuring clearer SE engagements towards the end of the deals around architecture/hardware requirements.


]]> 2025-03-05 10:02:24 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352262863 LATAM https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352263655 Early alignment between pre and post sales.

]]> 2025-03-05 10:03:13 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352263655 Customer centricity - customer first not Pentera first  https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352263804 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)


]]> 2025-03-05 10:03:22 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352263804 Create awareness of deployment requirements before signature https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352264814 Make sure that customer understands how deployment and introduction looks like, e.g. HW required, SIEM integration…

]]> 2025-03-05 10:04:10 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352264814 APAC - Partner Support (Hand Holding) eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352264967 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.

]]> 2025-03-05 10:04:19 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352264967 Have sales shadow a full onboarding https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352265333 To understand exactly what will be required to operationalize. Specifically with barriers to spin up remote attack nodes. Ultimately Utilization = stickiness

]]> 2025-03-05 10:04:41 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352265333 Deep dive into the different personas in the business https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266487 A CISO may need different use cases to a Red Team Leader

]]> 2025-03-05 10:05:46 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266487 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266536 How the company can providing a way to adjust the start day of the licenses to match the implementation plan.

]]> 2025-03-05 10:05:49 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266536 10B https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266700 Pre sales architecture content. Presentation for SMB and Mid, maybe SA and CSM for enterprise. Can we estimate deployment time?


]]> 2025-03-05 10:05:56 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266700 partner integration https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266915 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

]]> 2025-03-05 10:06:12 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352266915 Architecture sessions after the tech win before the purchase to get ahead of roadblocks https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267313 2025-03-05 10:06:33 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267313 SDR product expertise https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267329 Better training for SDR's on technical product knowledge

]]> 2025-03-05 10:06:35 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267329 APAC - Cold Calling CISO eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267386 Instead of engaging C Level on call directly, we should engage meaningful conversation through key trends and topics C Level like to listen to.

]]> 2025-03-05 10:06:38 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267386 SDR conversation with tech teams https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267987 to inform and sharpen cold outreach with specific examples and stories

]]> 2025-03-05 10:07:13 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352267987 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268048 Do your research, qualify the prospect and tailor the demo to the customer's needs.

]]> 2025-03-05 10:07:18 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268048 Addressing the challenges that they may see upfront https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268058 Getting buy in and preparedness from the customer ahead of deal close

]]> 2025-03-05 10:07:18 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268058 Presenting their roadmap to them https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268107 Giving customers a good, better, best roadmap of what they can expect or build towards with Pentera implementation from the first, second, third year.

]]> 2025-03-05 10:07:21 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268107 Proactive deployment resources guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268121 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

]]> 2025-03-05 10:07:22 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268121 Internal Collaboration https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268436 Sales/CS, SDR/BDR, SE, SA's etc.

]]> 2025-03-05 10:07:39 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268436 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268586 Give as ground rules to extend start date - speak with finance in advance before closing a deal


]]> 2025-03-05 10:07:49 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268586 Improve overview of Marketing activities https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268638 Lack of marketing overview of what is provided to our customers when. E.g. newsletters or webinars

Include Penterians to the Newsletter

]]> 2025-03-05 10:07:52 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352268638 CSM involvement throughout POV process https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269013 in order to ramp into successful kickoff call with background info

]]> 2025-03-05 10:08:12 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269013 SDR go deeper https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269030 push for next step

deepen relationship

build trust

not just meeting

]]> 2025-03-05 10:08:13 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269030 Post POV architecture review https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269614 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).

]]> 2025-03-05 10:08:41 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269614 APAC eugeneteh https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269692 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

]]> 2025-03-05 10:08:47 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352269692 Weaponizing existing customers https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352270767 Let happy customers talk to each other/prospects

]]> 2025-03-05 10:09:33 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352270767 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352270801 Alerts in salesforce when products are not activated at time (finance,revops,sales,csm)


]]> 2025-03-05 10:09:35 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352270801 Streamlining the sales process https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352270938 Having a process to reduce friction between handoffs between groups.

]]> 2025-03-05 10:09:41 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352270938 Kick-off meetings guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352271018 Ideally, we would suggest to have the seller part of the kick-off meeting

]]> 2025-03-05 10:09:45 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352271018 AE - CS Eco Buyer Intro https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352271699 Introduction to EB/DM on each closed won deal

]]> 2025-03-05 10:10:22 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352271699 Put SEs on welcome email https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352271720 2025-03-05 10:10:23 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352271720 CS part of PoV process https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352272066 2025-03-05 10:10:47 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352272066 Enabling cross-team communications https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352272295 2025-03-05 10:11:01 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352272295 Red Teaming Workshops/CTF https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352272591 Provide more Red Teaming Workshops as it helps prospects understand the product better and manages their expectations.

]]> 2025-03-05 10:11:21 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352272591 Partnership Reviews with VIP & High Touch https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352273794 2025-03-05 10:12:10 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352273794 Sales to CSM handoff https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352275261 Inclusion into Mutual Action Plan

]]> 2025-03-05 10:12:51 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352275261 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352275460 Search ways to make an installation package, so this will reduce the time customer takes for the first stages of the on-boarding.

]]> 2025-03-05 10:12:54 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352275460 Team structure guillaumehamrit https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352275515 We need CS/SA alignment to the region's organisation

]]> 2025-03-05 10:12:57 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352275515 Ramp up time for enterprise customers https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352276158 If needed, having a delay in the start date for enterprise customer deals

]]> 2025-03-05 10:13:19 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352276158 Involvement of more teams earlier in Sales cycle https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352276363 Post sales / exec buy in / product

]]> 2025-03-05 10:13:31 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352276363 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352276827 Give us the deep knowledge findings from all 1200 customers

]]> 2025-03-05 10:13:54 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352276827 Sign deals for the month's beginning. Of HW/deployment issues arise - we can still acknowledge the deal and help the customer. https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352277379 2025-03-05 10:14:15 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352277379 Onsite deployment calls https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352283602 2025-03-05 10:19:00 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352283602 LATAM https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352284084 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.)

]]> 2025-03-05 10:19:30 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352284084 Rethink the way we deliver demos https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352284415 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.

]]> 2025-03-05 10:19:41 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352284415 https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352296908 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

]]> 2025-03-05 10:31:16 UTC https://padlet.com/pentera2/vss1w3sa4kpsq2mk/wish/3352296908