Selling Vericept to Hospitals

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Selling Vericept to Hospitals
Kevin J. Homer Vericept Corporation kevin.homer_at_v
ericept.com C 303/570-6699 Protecting your
Information and Reputation
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AGENDA

• Three steps to closing Vericept hospital
  business
• The hook - todays focus
• The Exposure Assessment (EA)
• The Close
• Anecdotes customer stories are better than ours
• Giving a demo keep it short and sweet
• Properly positioning the Exposure Assessment
• Tools to help you on your way
• Q A

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The Hook

• Who buys Vericept?
• Would you know if. questions worth their
  weight in Gold!
• Vericept is your straight man
• Security camera for your network
• Pornography, Secure Messaging, secure internal
  applications
• Other security organizations have contacted
  Vericept to inquire about using our Linguistics
  Engine
• Complementary to these products layered
  approach
• CCO and CIO CYA!

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Anecdotes

• Productivity
• 2 HR employees
• Trimming the fat only use if important to the
  prospect!
• ePHI from 300 in an EA to 3 in a quarter!
• I love your product - sure has made my life
  easier. It just take me a few minutes every day
  and I am done. Not only has it helped with
  policy violations I can now verify what
  information is leaving our organization. In
  addition, the reporting capabilities are great
  for mgmt presentation.
• P2P File Sharing 3 PCs consuming 40 of the
  bandwidth!

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• The Demo
• Short and Sweet

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Positioning the Exposure Assessment

• Waiving the 20K feebut not for free
• No EA without agreement to present findings to
  right audience
• CIO, CCO, and VP of HR at a minimum
• Not a technology problem, a people problem. HR
  is critical component
• Get specific time commitments on events moving
  forward
• When they will sign the EA
• Date when they will have the network
  questionnaire completed
• Date/time for the pre-install call with network
  engineer
• Date for the install
• Date to present EA findings to ALL decision
  makers

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• Tools to help you on your way
• (Christina)

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References Online Overview

• Quick access to in-depth interviews with Vericept
  references
• Link to recorded interview
• Transcript
• Case Study
• 3 references posted (more to come soon)
• Healthcare
• Government
• Education
• Choose a reference from a specific vertical or
  send multiple links
• Create an invitation from your account and send
  directly to prospects

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References Online Using the Account

• Contact Christina Wantuch (303.798.1568 x6011,
  cwantuch_at_vericept.com) Vericept Marketing for a
  References Online account
• Create an Invitation
• You will receive a link active for 90 days
• Enter contact information for recipient
• Set start and end dates
• Send a personal message
• You will receive notification when the link is
  activated
• www.references-online.com

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• Q A session