In this final module, you'll be learning how to qualify and discover opportunities overcome

objections understand and articulate the stakeholder values. I will also providing you
information for additional resources to assist you in selling Whole pass.

So you found an opportunity for a triple a replacement? What do you need to talk about?
First of all, there's a customer recently donor wired or Wireless refresh this cancri
opportunities as they want to bring the two together. And when you bring the two together
having authentication work across the environment is really crucial. Also, it may have come
up in a security audit it will usually flagged if there's a Cisco ACS opportunity as a product is
going and the like big great affects the great number of Enterprises. Also, they may arrange
the limitations of the current infrastructure the use of so many mobile devices put a massive
strength on infrastructure that has been in place for the most part since the early 2000s.

Simplifying BYOD BYOD is great for an IT department bottom line because the users pay for
their devices for the management of devices that you don't control now Falls to them while
they looking for. Well, we would hope you would always focus on the fact that mobile
devices have inherent Security benefits such as the force uses encryption in numbers and
fingerprints. If you think about authentication we're verifying who we are and a fingerprint
and pin number coupled with device ID is very much in line with that policy. So the question
for organizations is do I just provide internet access or do I want to provide application
access? That's where security comes in and that's where something like on board in
conjunction with policy manager to Define. Who and what devices can access corporate
infrastructure can be of great benefit to your customers. In addition they need to look at what
resources are required to actually on both devices. This can be further person. But with clear
pass on board the user do a great amount of the work for you verifying who they are and
showing the devices requiring The Tick box from a 94 Security in addition with MDM
solutions. They typically address providing sandbox and some functional control such as
copy paste, but not everybody in the organization needs us tools not everybody has access
to information which requires editing you still need a basic level of security such as
fingerprint pin and encryption and that's where we step in so you can use on board for a
large amount of your estate. But then you only use an MDM those executive levels that have
access to information. For these persons. He organizations. Here's to survival. I hope these
are development of used to you for one of the questions to ask you a question is do you
know what's connected to your environment or do they are being of tied up back to onboard
means, you know, what mobile devices are being used and which mobile devices are going
to be on fire. So we get access left we call those level just guest access providing court
against accesses. Your marketing Professional Organization is a vested interest in the
collaboration with third parties, but young guest access beyond what is what we might use in
accomplished there was sponsored. Yes. Well, we can securely allow people to access
infrastructure inside our employees without compromising our security. Enterprise or the
main That is one of the biggest reasons for clear path. Yes, in addition profile. Yes obviously
says those hotels and coffee shops and retail. Places as well has been used in
transportation hubs. Wherever there is a gas. There is a need for consistent high quality
accent. That is what we deliver the fact that we can deliver that wired and wirelessly over a
multitude of different vendors infrastructure and solutions. The Testament to the quality of
our solution but to do all that without having to bring an undue burden on it having to give out
specific passwords and using molds Isn't even better proposition.
So a favorite question with any potential customer or existing, how do you verify? The users
welcome And password painting device that you trust few organizations actually verify the
device that went to dental are used and yet those usernames passwords on gain herbal to
vulnerabilities in devices and through social engineering.

How do you limit? A person's Capability within the end parts. Is it based solely on function by
row or by requirement? If we give people more accessing than they need we will continue
now compressed and the attack surface of the Enterprise. Are you able to Look at the
difference between the contractor and the employee. Can you provide a contractor access?
Without exposing the entire domain. Is your Enterprise Network tied in to your firewall for
Quality Security governance? It's these questions these security questions which will open
up the bigger network access control possibilities. Apartments

Now the number one objection when you're going to come up with when proposing any
network access control solution. He Is We don't even we've got a firewall and as we already
discussed we believe we're appointing Pete firewall where the threat intelligence and
forward visibility capability with next-generation firewalls is such Will be attacks will come
from the inside and the attacks will come from the inside those that weren't aware of that in
most recent history Hard Rock Cafe Hollywood Presbyterian certain pictures and Home
Depot. Hackers got inside the environment. There are older xsu the few service providers or
through malware. Or to just actually getting into a building and inserting Padre of Their Own.
They exploited these organizations not just for a day for a minute, but four weeks mining
them of information and then selling the additional access that where the people will never
know the true costs. But we can say that the biggest point of failure in these organizations is
not a lack of Technology not relaxed of intelligence, but they lack an effective awesome
management and enforcement. So then the other objects Ian we Face most often is We
have someone else's network if by now you haven't noticed the delicate subtext of the fact
that clearpass secures multi vendor Solutions such as Cisco Juniper and basically anyone
else that doesn't sell their product who Best Buy then we have failed in our training. But also
as is a solution that is truly end-to-end and firewall to access point to application to data set
to infrastructure. All these customers came to us and told us they had a solution in place
some had solutions to the fail some have had solutions that were cumbersome. Some have
had Solutions is just did not deliver on the functionality day requirement and we have been
successful successful not only in winning their business but retaining it. Perhaps a personal
favorite is the we don't need it. We have a written policy hackers do not care about your
written policy written policies don't prevent access written policies. Don't stop anything
written policy is only used for comparison against what actually happened in the dismissal
and a senior it or security officer. It's not a nice thing to say. But it is a requirement that you
say it and notified your customers of this fangs. Don't make it easy if you put in place a
system, you should use.

So spoken lightly on the subject of the business versus security. The business is the
applications the servers and the Network's security of those that attests with making their
infiltrators safe to use of D risking and in a before-and-after situation that simple we need
BYOD. We want to use these apps we want iot. Security can be seen to hinder that forward
momentum. But if we use security effectively, it can actually be a platform for growth
securing that BYOD Estates of putting policy management in place. That means that yes
that your application will improve the business but only the right people will have access to
the right applications and the right information contained within it from the right device. And
with iot there is no single iot management platform. No vendor is standing out in that space
and the in the absence of management there needs to be a secure framework the iot can
exist with it to make sure that those devices are packed and of those devices aren't used as
packing points within the greater Enterprise.

Security team they have their own set of problems. The network team the server team they
keep their management tools to themselves networks are in charge of networks and security
is a secondary point. With clear pass the security team now everybody was trying to connect
and disconnect it. They know the device the person in the actual policy applicable with
knowledge with knowledge can come effective enforcement of those policies. And with this
approach. The attack service is permanently minimized if we accept that the firewall
infrastructure is secure and the inside is the biggest threat we have now contained all
possibilities for attack to the smallest of possibilities. The other great thing is we clear Parts
working across server environments Network environments workstation environments
application environment. It's a tool that can actually bring these respective teams together.

Would you now come to the end of this clip a sales training you might be wondering where
can I get additional clear pass information your primary source for Clear pass information is
to partner ready for networking portal use your organization's unique login on the portal to
find clearpass learning resources for you and clearpass customer-facing assets to share with
your prospects and customers

Additional Clubhouse learning resources are available to you anytime anywhere on the
Aruba quotient mobile app available from either the iTunes Apple Store often Google Play
use a rubric quotient from your tablet or mobile phone to find sales Place competitive
information customer presentations and other information.

Until seeking clearpass customer-facing assets then be sure to review the content available
on a rubis public web page Aruba Networks.com here. You'll find just what your prospects
and customers need to help evaluate clear paths such as solution overviews datasheets
videos planning guides and access to a Rubens technical AirHeads community.

Finally, don't forget about the rich resources available in your channel sales Specialists and
partner business managers. They are a key resource dedicated to you our partners to
answer questions Warden a assets with your accounts and help you build your profitable
business with a ruber mobile first Solutions.

This Is the End The content for the module 6 at this point, you'll have a better understanding
of clear path to skip Cover your qualification questions overcoming objections understanding
the actual stakeholders and where you can find additional resources you will now be
presented with several questions to check your knowledge and reinforce your learning your
responses to learning chat questions and measured but there's no minimum completion
percentage required.