Science & Technology

Gamification can redefine the cybersecurity demo experience

Lead generation is a simple part of the sales cycle. Marketing activities, sales support tools, events, etc. need to create the perfect environment for sales teams to fill the sales funnel (if they are working effectively). However, while it may be possible to generate more than 200 qualified corporate leads in a particular quarter, it is often the “last mile” of sales that can feel like a daunting journey.

Converting qualified leads that lead to actual purchase orders is elusive to the sales team, but there are ways to fill this gap and make partners and vendors look bigger. ROI From their combined sales and marketing efforts.

The most important part of the sales process is communicating and demonstrating to prospects the very real value that a solution can deliver to your business beyond the virtual world. No one wants to invest heavily in a product as a leap of trust, especially in high-risk, high-risk domains such as cybersecurity, just wanting the best.

Perhaps no area of ​​the current IT market has created a “us vs. them” feel more than cybersecurity, making it a clear choice for gamification.

development of Virtualization The game supports a specially created environment that provides prospects with a hands-on experience of solutions that fight cyber threats and solve “real world” problems, meeting the need for actionable evidence, and prospects. Show your performance and value to your customers.

So how can sales leaders gamify cybersecurity to attract prospects so that business discussions reach logical conclusions and reach mutually valuable results? Is it?

Path to conversion

Any sales account manager will say that one of the most difficult aspects of the sales process is conversion. It’s hard to stand out in a crowded market like today’s highly competitive cybersecurity space.

Creating customer touchpoints that fully encapsulate your brand is a powerful tool for driving conversions and achieving more sales. In cybersecurity, gamifying a demo environment, that is, creating a game-like system around a product demo by forming a team and rewarding tasks, provides a much more meaningful sales experience. It will be a means to provide.

Conceptualization and distribution of gamed events such as:Take the flagIf your technical security architect needs to protect your corporate network from live ransomware and malware attacks, it’s a great way to get the attention of your prospects. It helps you understand vendor solutions and features at a more detailed level, allowing you to experience the benefits and see the value up close.

This approach of providing technical demos is an exciting and compelling way to guide prospects into the sales journey and reach the “moments of truth.” This provides the motivation needed to maintain business discussions throughout the sales cycle and encourages prospects to return to the next conversation.

Attracting the technical influencers of the organization your partner is targeting, often the gatekeepers of executives, using gamed events is also valuable for achieving traction within the company. The way.

Next Steps in Demand Generation – “Non” Demo

The gamed demo experience illustrates what an effective demand generation tool is. It’s about using technology to create awareness and interest in offerings. Gain a deeper understanding of the dexterity and value of your solution and hopefully compete by providing security architects, SOC engineers, or IT managers with the ability to participate in gamed events.

When prospects have direct experience with “best-in-class” solutions and are given the opportunity to apply them to real-world scenarios, explore the options offered by competitors offering cheaper, less comprehensive products. There is no incentive.

If they pursue other paths, they will soon realize that some of the features they were able to explore during the gamed demo are simply not available to their competitors.

Gamification: Competitiveness

Introducing a competitive element into the demo arena gives you an edge in creating a higher level of engagement with your prospects. The competitive aspect means rewards, so prospects are motivated to participate and play to win.

For example, promoting competitiveness by having a virtual leaderboard offers the reward of connecting with the online community. This will change the paradigm of software sales. Conference attendees are usually passive consumers of information and data, especially in today’s pandemic-constrained times.

Virtual gamification eliminates the monotony of staring at the screen where PowerPoint is displayed, followed by a full-featured demo. It works on the principle of reinforcement, so you can make your demo challenges creative.

Rewarding participants for what they do directs their excitement to challenges that facilitate engagement, participation, and other ROI positive behaviors. This motivates you to stay in touch with the demo platform and continue to reach your goals to increase your chances of winning prizes.

Gamification of cybersecurity demos helps channel partners and vendors gain a competitive advantage over their competitors, especially when the solution in question is “best in class”. By creating a fun, differentiated experience that leverages the real-world challenges faced by prospects every day, partners and vendors can build a level of trust that demonstrates their awareness of their problems. ..

Gamification can redefine the cybersecurity demo experience

https://www.helpnetsecurity.com/2021/08/02/gamification-cybersecurity/ Gamification can redefine the cybersecurity demo experience

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