Securing a technical win involves demonstrating value, understanding customer needs, and providing tangible solutions.
Why A, C, and D are correct:
A: Providing a link to the PAYG Cloud NGFW in the Azure Marketplace (or AWS Marketplace) offers a direct, easy way for customers to explore and potentially trial the solution. This lowers the barrier to entry and facilitates quick evaluation.
C: Network Security Design workshops are crucial for understanding the customer's environment, challenges, and requirements. This collaborative approach allows for tailored solutions and builds trust.
D: Proof of Value (POV) product evaluations allow customers to test the solution in their own environment, demonstrating its effectiveness and addressing specific concerns. This is a powerful way to secure a technical win.
Why B is incorrect: Unsolicited proposals that disregard customer needs are ineffective and can damage credibility. It's essential to understand the customer's context before proposing solutions.
Palo Alto Networks Reference: Palo Alto Networks sales enablement materials and partner training emphasize the importance of needs discovery, solution selling, and demonstrating value through POVs.