POC Preparation

Before you start the POC, identify and understand the customer needs and challenges.

Asking the Right Questions

Sales qualification is a part of the sales process where you determine whether a prospect is a good fit for the product or service that you present.

It is imperative for you as a salesperson to identify the ideal customer profile and compare the characteristics to your prospects.

• Customer Profile

  Which industry? Role of the customer’s contact?

  For example, net new prospects / existing Check Point customers.

  Note - Some industries have higher demands such as Finance and Government.

• Who is meeting you?

  For example, Endpoint Security Manager / Head of IT / CISO.

  Note - Identify decision-makers, their problems and responsibilities.

• Environment profile

  Understand the customer environment:

  • How many clients?

  • Which OSs?

  • VDI?

  • Cloud or On-prem?

• Current Endpoint vendor

  • Which Endpoint solution is used today?

  • What are the challenges?

  • Which features are enabled?
    

• Suggested Harmony Endpoint packages

  https://catalog.checkpoint.com/cat/harmony/harmony_endpoint
  

• Is this an existing Check Point customer?

  • Does the customer have an Infinity Portal subscription?
    

  • Does the customer have an Infinity XDR/XPR subscription?

• Define POC schedule based on the business objectives

  • What are the expected time frames for the customer?

  • Does the customer have the resources for committing to a POC?

  Note - Determine the contract expiration date of the current EDR/EPP solution.