How to Change Your IT and Cyber Approval Processes to Make More Sales
For cyber vendors, trying to make a sale of cyber products and solutions can be a challenging task. Presenting cybersecurity risks can be highly technical and can actually get in the way of making a sale.
So how can you change your approach to connect with your audience and decision-makers and get your sales proposal approved? You can do this by communicating in a language best understood by your audience, and that’s by using quantitative data to show the cost of risk and how it impacts the company.
Using Quantitative Data to Present Costs of Cyber Threats
Cyber threats are more common now that technology is an essential part of running a business. Big or small corporations rely on technology for storing data, communication, and operations.
However, presenting these risks can be tricky especially if you aren’t able to communicate them in terms that are best understood by approvers and decision-makers. By giving a number to the risks the company is facing, you’ll be able to show the true cost of these risks.
Communicating Cyber Risks
A common pitfall made by cyber vendors is the failure to communicate and connect with the audience or decision-makers. This involves using IT jargon, acronyms, or highly technical or abstract descriptions that most audiences aren’t familiar with.
This fails to get your message across and doesn’t properly describe how the risks can impact the business. Tech speak will alienate your audience and won’t make them understand the importance of your products or solution. Decision-makers base their choice on financial impact rather than the technical specifications of your product.
Quantifying the risks and threats saves you from being too technical and using terms that will sound unfamiliar. Even if your audience isn’t into technology, presenting tangible data will make it easier to understand the financial impact of these risks.
Boardish for example help translate risks from the sales process to financial figures making them easy to understand.
How the Boardish Methodology Changes Your Cyber Approval Process
As mentioned, using quantifiable data to communicate the current risk level and its impact is key to getting sales approval. And this is possible by using the Boardish Sales Approval Framework.
Boardish is a tool that quantifies the impact of current IT threats. It provides the financial data that decision-makers can understand and appreciate. In short, it shows how the risks will impact the business financially.
Quantifying Risks and Not Focusing on Fear
Using fear to convince decision-makers is an easy way to go about the cyber approval process but it’s hardly the most effective. It fails to make them understand why cyber risks are a danger to the business.
Using Boardish’s Sales Methodology focuses on the risks involved rather than the fear that everyone uses. It lets you input the required company information, and you get the financial implications in the event the risks turn into real problems.
This changes your IT and cyber approval process because you can now present the data that will support your proposal. These figures can tell a story of how much the company would lose if these risks paralyse operations:
- The number of days operations will be stopped.
- Sales or profit loss during the days with no operations.
- The number of employees affected.
- The resulting market loss.
These numbers are what your prospects will understand and appreciate. With this in hand, your approval process becomes easier and faster.
As a cyber vendor, it’s critical to communicate cyber threats using a language that’s best understood by the people who run the business. Using Boardish changes your approach and translates the risks into quantifiable data to get the needed approval and/or sale.
Sign up and try it now for free here: https://www.boardish.io/.
Charlotte Ratcliffe
