Taking 5 With GDE

Welcome to our SECOND SEASON of Taking five with GDE! 

In this episode we hear insights from IBM’s Max Melger about customer qualification.  What are the questions you ask a customer?  How do you know if GDE is a good fit for them?  Are the topics and questions the same now as they were a few years ago?  Max describes her proven approach to asking the right questions that are sure to bring forward opportunities for GDE.

How do you open a conversation about encryption solutions to a customer?  What is the right depth?  Who do you speak with?  How do you qualify them beyond the initial conversation?

Tony Trama from IBM joins us again to talk about the initial customer conversation about encryption.  Does he go technical during the conversation?  Does he talk about value?  Listen to this episode of Taking 5 with GDE to learn more about Tony’s successful approach! 

How often do you open a BUSINESS DISCUSSION with your customers about Data Security and Privacy?

In this episode of Taking 5 with GDE, we talk with Tony Trama (IBM) who has had great success opening discussions with customers about Safe Harbor and what it means to a customer’s business.

Tony provides insights about the approach he takes on this topic, who he engages, how he encourages the customer to verify his facts, and how to moves from an initial discussion to pursuing a sale.

For many auditors, encryption key management isn’t everything – it is the ONLY THING.

In this Use-Case Episode of Taking 5 with GDE, we talk with Steve Moscarelli about the importance of encryption key management and how taking about that specific topic to the auditing stakeholder of customers can bring forward opportunities for GDE.   Once you establish GDE as the key manager, you then open the window for future expansion opportunities with the GDE / CipherTrust Manager platform.   

It is the “key” to success.

The Industry of Data is always changing and one pattern we see is the pursuit of outsourcing of historical administrative functions, such as many human resource tasks, accounts payable, accounts receivable, and even IT itself.  However, when a company outsources these jobs and provides access to the sensitive data that goes with it, how certain can they be that the service provider is protecting their data (especially the PII data of employees) to the same (or better) level that the customer was providing when the jobs were filled in house?

In this Use-Case Episode of Taking 5 with GDE, we talk with Steve Moscarelli.  Steve has been with Thales for many years and knows the service-provider industry very well.  Steve shares his thoughts on not just the importance of protecting their customer’s data using GDE, but also how those same service providers can leverage the capabilities of GDE to give them greater margins AND a competitive advantage!