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I finally ditched the generic demo script after a CISOs question stumped me
Last month I was giving a demo for a healthcare client in Cleveland and the CISO asked me how we handle encrypted traffic inspection on their legacy firewall setup. I froze because our slide deck was all about cloud and zero trust, not their actual network. I spent the next 2 days rebuilding the demo around their specific stack, asking about their current logs and pain points instead of pushing our standard features. Has anyone else had to abandon their polished pitch to go fully custom mid-cycle, and how do you keep it from turning into a 3-hour Q&A session?
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kaih362d agoRising Star
Make it about their mess, not your pitch. Keep a timer on your phone. Cut them off politely when the clock hits zero.
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