S2E19 – Qualifying Questions Part 2 – Security Strategies

In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), talks about raising the topic Data Protection and Security Strategies with customers and how it is tied to their brand. Furthermore, Jeff highlights the importance of discussing the maturity of their strategies, the negative impact of not meeting data sovereignty regulations, and funding. These kinds of questions offer insight into the drivers (or lack thereof) for data protection, regulatory compliance, funding and more.