As a team plans for a meeting with a new customer in one week, the...

When preparing for a customer meeting, it’s important to understand their specific challenges and align solutions accordingly. The notes suggest that the customer is facing difficulties securing their cloud apps and remote users, which are core areas addressed by Palo Alto Networks’ Zero Trust and SASE solutions. However, jumping directly into a pitch or product demonstration without validating the customer's specific challenges may fail to build trust or fully address their needs.

Option A: Leading with a pre-structured pitch about Zero Trust principles may not resonate with the customer if their challenges are not fully understood first. The team needs to gather insights into the customer's security pain points before presenting a solution.

Option B (Correct): Discovery questions are a critical step in the sales process, especially when addressing complex topics like Zero Trust. By designing targeted questions about the customer’s challenges with identity, devices, data, and access, the SE can identify specific pain points. These insights can then be used to tailor a Zero Trust strategy that directly addresses the customer’s concerns. This approach ensures the meeting is customer-focused and demonstrates that the SE understands their unique needs.

Option C: While a product demonstration of GlobalProtect, Prisma Access, and SaaS security is valuable, it should come after discovery. Presenting products prematurely may seem like a generic sales pitch and could fail to address the customer’s actual challenges.

Option D: Prisma SASE is an excellent solution for addressing cloud security and remote user challenges, but recommending it without first understanding the customer’s specific needs may undermine trust. This step should follow after discovery and validation of the customer’s pain points.

Examples of Discovery Questions:

What are your primary security challenges with remote users and cloud applications?

Are you currently able to enforce consistent security policies across your hybrid environment?

How do you handle identity verification and access control for remote users?

What level of visibility do you have into traffic to and from your cloud applications?