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Selling the Value of RSA SecurID Access

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I would like to give you some tips on how to meet your customer needs and determine your best RSA SecurID Access solution that is right for them. I have some tips to help you easily sell the value of the solution. It is called the What, How, How Approach. So, what do you actually sell? And how do you sell it? The following three questions you can ask your existing customers, or make new prospects to help you figure out what RSA SecurID Access package to sell. 1. What do you want to protect? 2. How do you want to protect it? And, 3. How do you want to deploy and pay for it? So let's dig into the answer to the first question. What do you want to protect? For the organization that is looking to provide secure access to on-premises applications applications including VPN, terminal server, and just a network perimeter, the base edition might be the right fit. For the organization that is looking to provide secure access to on-premises applications including VPN, and also cloud, and SaaS applications, and integrate with single sign-on capability then the enterprise edition might be the right fit. And for the organization that is looking to provide secure access to on-premises resources and in the cloud applications and they want to do it with machine learning risk based analytics then the premium edition might be the right fit. Once you've had the discussion on what resources the customer wants to protect, go to the next question. How do you want to protect those resources? In other words, what authentication mechanisms are best to use? Some clients have an idea on what authentication method they want to use and others just want a convenient method. RSA offers a wide variety of authentication options in addition to hardware and software tokens. RSA has been best known as the token company, but RSA is much more than that. To start, RSA offers subscription software tokens along with previous term-based software tokens. The mobile authentication methods including push-to-approve, fingerprint, eyeprint ID, FIDO, and onetime password are all part of the multifactor authentication or MFASque. These different authentication types can be mixed and matched. To use the Mobile NextGen MFA methods I just mentioned, you must be on either an enterprise license or a premium license. In addition to the mobile authentication methods, RSA offers machine learning and it is only available in the premium edition. Machine learning is a key differentiator for RSA. Finally, once the 'what to protect' and 'how to protect' questions have been addressed proceed to the last question which is 'how do you want to deploy and pay for the solution?' Customers have the option to choose how they want to deploy the solution, completely on-premises, take a hybrid approach, or all cloud. Existing customers can build on what they already have from RSA and add cloud authentication service with the enterprise connector. No rip and replace is needed to continue using the RSA solution that is already in place. The cloud component is simply added. With multiple ways to connect to application, the choice is really the customers on how do they want to connect and also deploy RSA SecurID Access. Customers have the choice on how they want to pay for the solution as well. All up-front in a perpetual model, or on a per month per user continuous subscription model. The simple overview about the packaging of RSA SecurID Access is aligned with the what, how, how questions. Continue to ask these questions and more of your customers. Remember that RSA SecurID Access is the gold standard in authentication and identity assurance. The award winning name that customers have trusted for decades. Thank you.

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Duration: 4 minutes and 50 seconds
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Language: English
License: All rights reserved
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Posted by: william.duncan on Feb 6, 2018

Selling the Value of RSA SecurID Access

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