Global Systems Integrator Cyber Cross-Skill Strategy

Our Work: Client Story

Global IT systems integrator elevates its salesforce capabilities with cyber cross-skill strategy

Strategic Challenge

A large global IT systems integrator had been operating for several years with a traditional salesforce that were skilled in traditional IT infrastructure. However, the sales leadership realized that sales strategy had to expand to include advanced capabilities such as cyber security if the company was going to keep growing. The problem was that the existing salesforce weren’t skilled in cyber. We were engaged to help overcome this challenge and cross-skill the salesforce.

Outcomes Achieved

Incremental sales growth in cyber security products and services
Enhanced employee loyalty and retention with the investments in cross-skilling the sales teams
New partnerships with cyber security companies and relevant value-added capabilities that differentiated the company
Improved staff and resource optimization; resulting in increased versatility and adaptability of the salesforce

Background & Context

Client Story: Global IT systems integrator elevates its salesforce capabilities with cyber up-skill strategy

The complexity of making several disparate IT systems, infrastructure and applications work together can present a significant challenge for large enterprise organizations. And even with cloud based services, there’s still a material need to integrate platforms, features and capabilities as organizations transition to hybrid and multi cloud environments.

These challenges are especially relevant for the large technology and financial services companies that may offer their own internal cloud platforms, data centers, network infrastructure to other business customers.

Information Technology (IT) systems help organizations address this need and overcome this challenge by working to make sure that there’s seamless integration and product and service delivery. They also ensure that integrated solution capabilities will support the organization’s objectives. This is the space our client operates in and they’re a leading global systems integrator that serves some of the largest technology and financial services companies in the world.

As the cyber threat landscape continued to evolve rapidly, there was also an increased demand from our client’s customers for cyber security solutions. But the sales teams weren’t equipped to help these customers. They couldn’t identify or qualify the real need and offer meaningful next steps or potential solution options to consider. In some cases, the sales account teams would shy away from having a cyber conversation because they lacked the confidence and didn’t want to look clueless.

The principal task given to us was to train and equip the salesforce to:

Understand the customer challenges and business drivers
Have an increased awareness of Cyber security trends
Understand the market opportunity, cyber security solutions and Industry players
Build up their confidence to engage with customers on potential cyber security challenges.

Cyber Cross-Skill Strategy

The cyber cross-skill strategy we designed and developed for our client was centered on three actionable objectives; grow/expand the cyber capabilities, build the confidence of the sales force and provide operational mentorship. This was a multi-year strategy to support the top enterprise sales account managers and their support teams.

To grow and expand the cyber capabilities of the existing salesforce, we designed a content structure that introduced the sales teams to the fundamental concepts of cyber risk and the value of cyber security solutions that encompass technology, people and processes. This introduction also helped them gain familiarity with the industry terms that a potential customer of theirs’ may use in discussion.

After conducting a baseline assessment of the capabilities of the sales teams we moved to the content design phase. Our content design covered important topics such as current and emerging cyber risks, the threat landscape, strategic challenges for Fortune 100 companies, cyber solutions and relevant real-world scenarios that they may come across when engaging with their customers.

To build the confidence of the sales force, the cross-skill strategy included interactive table-top exercises and customer video simulations during which participants could phone a friend, 50/50 or ask the audience. This added a fun/gamified component to the overall cross-skilling experience

Side Bar

For this client, cyber cross-skilling was focused on the sales force but it can also benefit other functional groups such as Legal/Compliance, Human Resources, Internal Audit and Corporate Communications. For any of these business functions, having an intentional strategy for cross-skilling is the most effective way to produce the desired outcomes. We’ve provided a simple strategy guide below that will help facilitate your cross-skilling initiative.

Cross-Skill Strategy Guide

Strategy Execution

The cyber cross-skill strategy execution comprised a blend of three main approaches and structured formats. First, we conducted Learning Clinics that focused on cyber fundamental concepts, principles and practices using real-life stories, illustrations and relevant analogies. Through the effective use of the Socratic method of teaching, the instructor provided cohorts with an applied understanding of the threat landscape, emerging risks and differences between various risk-mitigation solutions.

Second, we facilitated Cyber Training Workshops. These were focused on scenario-based content that the sales staff had to work through. Participants were offered the opportunity to explain and describe how they would respond to certain situations during the interactive scenario exercises. These exercises took the form of a power session, a unique concept that acts as a key learning accelerator to gain applied knowledge. The sales participants were also required to present and engage in the simulations. These simulations were captured as customer simulation videos from real Chief Information Security Officers from real organizations describing their challenges.

Last, we provided additional support, mentoring and guidance to the sales force as they engaged with new prospects and existing clients on cyber risk. This was very effective in building the confidence of the sales force. This type of mentored guidance and support is a key element of our cyber residency program.

Success Factor - The VP, Security Solutions

The Vice President (VP) of Security Solutions was instrumental to the success of this engagement:

He modeled the desired behavior and led by example. He attended all of the cross-skilling training sessions and didn’t delegate or skip any of them
He inspired a spirit of partnership and collaboration with us. This created an innovative space for us to work together to elevate the capabilities of the sales force.
He effectively galvanized the organization and it’s leaders to support the cyber cross-skilling strategy.

Client Impact

1

Increased Confidence

Survey results showed willingness to engage

Improved Cyber Capabilities

Majority of participants developed new skills

2

3

Enhanced Engagement

Over 80% expressed continued interest

“The two words I would use to describe our engagements with Omega316 are impressive and exceptional. We decided to have additional security training sessions as a result of the service quality we received.”

Vice President, Security Solutions