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Cyvatar Partner: Discovery Conversation/Questions

As a proud partner, you’re not just selling cybersecurity services—you’re delivering outcomes that businesses truly need. The discovery stage is your opportunity to connect, understand, and uncover your prospective customers’ security challenges.

To help you navigate the discovery process, we've compiled a comprehensive list of potential questions, ensuring you're well-equipped to match our solutions to the prospective customers' business objectives.

Understanding Business and Objectives

Business Context

  • Can you describe your company's primary business activities and critical functions?
  • What are your key business objectives for the next 6-12 months?
  • How many employees do you have? All full-time?
  • How many end-points do you have (servers and laptops?)
  • Do any of your employees work remotely or are BYOD?

Current Challenges

  • What specific cybersecurity challenges are you currently facing?
  • How have these challenges impacted your business operations or bottom line?

Security Goals

  • What are your main goals when it comes to improving cybersecurity?
  • Are there any specific compliance requirements you need to meet (e.g., GDPR, HIPAA, PCI-DSS)?

Assessing Current Security Posture

Existing Infrastructure

  • Can you provide an overview of your current IT infrastructure?
  • What types of systems and applications are critical to your operations?

Current Security Measures

  • What cybersecurity measures and tools do you currently have in place?
  • How often do you perform security assessments or audits?

Incident History

  • Have you experienced any significant security incidents in the past year? If so, what were they and how were they resolved?
  • What were the biggest lessons learned from these incidents?

Evaluating Security Policies and Processes

Security Policies

  • Do you have formal security policies and procedures in place? Are they regularly updated?
  • How do you enforce security policies across the organization?

Incident Response

  • What is your current incident response plan? How often is it tested?
  • Who is responsible for handling security incidents within your organization?
    • Is it their only job or do they have other responsibilities?
    • Is their background in security?

Employee Training

  • What kind of cybersecurity training do you provide to your employees?
  • How do you ensure that employees follow best practices for security?

Identifying Key Stakeholders and Decision-Makers

Key Personnel

  • Who are the primary stakeholders involved in cybersecurity decisions?
  • Can you introduce me to your IT team and other relevant departments?

Decision-Making Process

  • How does your organization typically make decisions regarding new security solutions?
  • What are the criteria for selecting a cybersecurity service provider?

Understanding Budget and Resource Constraints

Budget

  • Tell me about your budget for cybersecurity solutions over the next 12 months.
  • Are there any budgetary constraints or approval processes we should be aware of?

Resource Allocation

  • Do you have a dedicated cybersecurity team, or are responsibilities shared among IT staff?
  • How do you prioritize cybersecurity projects within your organization?

Exploring Future Plans and Needs

Future Projects

  • Are there any upcoming projects or changes that might impact your cybersecurity needs (e.g., cloud migration, expansion)?
  • How do you plan to evolve your cybersecurity strategy to address future threats?

Desired Outcomes

  • What specific outcomes or improvements are you hoping to achieve with a new cybersecurity solution?
  • How will you measure the success of a new cybersecurity partnership?

Additional Information and Next Steps

Additional Concerns

  • Are there any other concerns or issues related to cybersecurity that we haven't discussed?
  • What would you like to achieve in a custom-tailored demo?

Next Steps

  • What would be the next steps in the evaluation process for a new cybersecurity solution?
  • How can we ensure a smooth and productive engagement moving forward?

 

Well done—you’ve taken the first step in building a trusted partnership. The Discovery call isn’t just about gathering information; it’s about showing your prospect that you understand their unique challenges and that Cyvatar is ready to help. With the insights you’ve gained, craft a demo that feels less like a pitch and more like the start of a solution-driven journey. Let your proposal reflect not just what we do, but how we transform businesses through cybersecurity that works.