Prioritizing Risk Prevention: Everything You Need to Sell Cybersecurity

As technology evolves, so do its risks. More than ever, your customers are preparing their teams and systems against cyberattacks. In 2021, the number of data compromises reported through September had exceeded 2020’s reports by 17 percent, a record-breaking total. 

The cybersecurity buyer’s journey is a unique landscape. It’s not enough to react to a threat, and identifying the best way to protect their business could be one of the most important decisions your customer makes. 

At Intelisys, you have access to the top solution providers in the channel, and we’ve made it our mission to arm you with the educational resources and marketing tools to guide you throughout the sales cycle. As you lead your prospects and customers to the solutions that fit their needs, the Cybersecurity Sales Journey is your one-stop-shop for everything you need to:

  • Learn 
  • Prospect
  • Qualify
  • And Present the ultimate cybersecurity solution. 

Everything You Need to Sell Cybersecurity is Right Here

The Cybersecurity Sales Journey organizes your MyIntelisys and iU resources all on a single landing page, showing you exactly where (and when) to find the tools and content that support your sales process. 

Here’s what you’ll find on your Sales Journey Page.

LEARN

Guide your customers to their ultimate solution with cybersecurity sales training. Learn the basics of the cybersecurity landscape, attacks and services. These educational materials will prepare you with the high-level information you need to sell with confidence. 

In this section, you’ll find:

  • SE Webinars such as: 
    • Selling Security 101 Deep Dives 
    • Illumination Series: Demystifying Cybersecurity 
  • Introductory educational documents designed to help you understand and sell cybersecurity 

Take advantage of the educational resources that prepare you to start a conversation about cybersecurity solutions.

Prospect

It’s time to start the cybersecurity conversation. How do you identify if it’s time for your customer to augment their current service? It starts with helping them understand their vulnerabilities and the opportunities to protect themselves. You can do all of that by asking the right questions and providing the cybersecurity marketing materials they need to educate themselves. 

Here, you’ll find:

  • Prospecting Questions to Ask
  • The Demystifying Cybersecurity Guide 
  • A Cybersecurity Email Playbook, showcasing the many ways you can help your customers protect their business. 
  • Our Vertical Markets Page, to help you meet your customers at their level

Qualify

Different threats impact on-premises, cloud and hybrid environments. The right provider can make all the difference. Now that you know your customers are ready to commit to a new cybersecurity service, you can further guide them to the right-fit supplier to meet their needs. 

This section includes:

  • Qualifying Questions to Ask
  • The Virtual Sales Engineer, where you can identify Supplier serviceability at a location and request quotes.
  • SupplierScope, which offers a side-by-side comparison of Suppliers by product, technology and geographic services.
  • The Supplier Portfolio enables you to research and review our new and improved Supplier Guides, now available on mobile. 

Present

As you near the end of your sales journey and embark on the next phase of your customer relationship, it’s time to showcase your solutions to your customers. Intelisys provides you with the people and platform you need to support your customers every step of the way. 

Here, you’ll find: 

  • Educational Videos and Documents.
  • CX Switch: A toggle that allows you to brand a customer-facing view of the MyIntelisys tools to introduce Supplier solutions.
  • Share Content: A customized, trackable microsite showcasing Suppliers, technologies and opportunity-driven content.
  • Technology Guide: A space to identify and clearly communicate the services available with expert content by our Solutions Engineers.

The Intelisys Advantage

Together we’re redefining success. Our strategic investments protect your business, help you sell more, maximize the potential of the market and grow.

We’re building a Sales Journey for each of the top technologies in the channel, so that you’ll always have the resources you need for any conversation. With The Intelisys Advantage, it’s easier than ever to sell the top technologies in the marketplace.

Stay tuned as we continue to produce more content and develop more Sales Journeys to help you sell the technologies that support the hybrid workplace of the future. If you’d like to get started with learning another solution, check out the CCaaS Sales Journey. 

The Cybersecurity Sales Journey is exclusive to Intelisys Partners and available only in Intelisys University. Access your journey today!

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Ken Mills

President

Ken Mills serves as President of Intelisys and is committed to driving growth for Intelisys and our partners. As a distinguished technology executive with over two decades of experience, Ken has previously held leadership roles at EPIC iO, Dell Technologies and Cisco, and served as a fellow with the U.S. Department of State. His strategic mindset has been an integral part of launching innovative products and solutions in the fields of AI, IoT, and 5G. Ken is driven by his curiosity and passion for groundbreaking technology and complex problems, and constantly explores new frontiers in the world of technology.

Monica Lutes

Manager, People & Culture, ScanSource, Inc. and Intelisys

As Manager, People & Culture, Monica has worked closely with Intelisys employees and leaders since 2018 and has worked with ScanSource companies since 2016. A Human Resources professional with 11 years of experience encompassing all areas of HR, especially employee relations, recruiting, compliance, and training, Monica approaches her role as Manager, People & Culture from a consultative perspective. Her goal is to provide advice and guidance to leaders so they can focus on growing the best teams for the business while also supporting employees’ goals.

Ansley Hoke

SVP Marketing, ScanSource, Inc. and Intelisys

Ansley Hoke is the Senior Vice President of Marketing at ScanSource, Inc., a role she has held since 2019, and extended her leadership to include Intelisys in 2023. She joined the company in 2001, serving in merchandising leadership roles for ScanSource POS and Barcode, including acting Vice President of Merchandising and then later VP of Merchandising for ScanSource Catalyst and overall VP of ScanSource Catalyst. She oversaw sales, supplier relations, and services. Known for her pivotal role in creating effective marketing strategies, Ansley has been integral in driving demand, enhancing partner programs, and significantly contributing to the company’s revenue growth and channel relationships.

Mike Baur

CEO of ScanSource, Inc. and Interim President of Intelisys

Mike Baur serves as Chairman and Chief Executive Officer at ScanSource. Mike has served as the Company’s President or CEO since its inception, as a director since December 1995, and as Chairman of the Board since February 2019. Mike has developed a deep institutional knowledge and perspective regarding ScanSource’s strengths, challenges and opportunities. He has more than 30 years of experience in the IT industry, having served in various leadership and senior management roles in the technology and distribution industries before joining ScanSource. Mike brings strong leadership, entrepreneurial, business building and development skills and experience to the Board.

Stephanie Bouras

Regional Vice President, Southeast

Driven by a partner-first philosophy and a passion for innovation, Bouras embodies a leadership style that’s both compassionate and data-driven. As the Regional Vice President, Southeast, at Intelisys, she’s leveraged her extensive marketing and sales experience to propel her team to new heights. A firm believer in aligning herself with her partners, she sees herself as a collaborator and an integral part of their business. This perspective has allowed her to forge deep connections and drive success. A Florida native, Stephanie’s attention to detail and unwavering commitment to her partners have been key factors in her success.

Michael Raspanti

Regional Vice President, Northeast

Michael joined Intelisys in June of 2020, as a long-time channel veteran. He is responsible for leading the Northeast Region, helping continue the tremendous momentum in one of our strongest markets while also recruiting new up and coming partners that will be the growth engine of our future success.

Kristy Thomas

Vice President, Partner Experience and Enablement

Thomas is responsible for Sales Partner enablement and education for all our technology segments, including CX, managed security, mobility, and connectivity. With over 20 years of executive background in telephony, UCaaS, CCaaS and Cloud services, Kristy enables her customers to think broader and deeper as she guides them through their decision journey. Some of the biggest deals in the channel have become a reality thanks to the expertise and humble excellence Kristy brings to her client’s projects.