BASED ON THE PARAGRAPHS BELOW ABOUT RELIAQUEST ANSWER THESE QUESTIONS PLS

1. Who is the customer?
2. What is the customer's business?
3. How does the customer make money?
4. What are the primary costs for the company?
5. What disruptions are facing the industry or customer?
6. What are the regulatory obligations in the industry?
7. What is the customer's described problem?

SELLING WITH THE BULLS Selling with the Bulls: USF System Fall 2021 Networking, Prospecting, Needs, and Customer Conversations ReliaQuest Account Manager RELIAQUEST ReliaQuest, a global leader in Open XDR-as-a-Service, is known as the force multiplier for security operations teams. ReliaQuest Grey Matter, a cloud-native Open XDR platform brings together telemetry from any security and business solution-on-premises, in one or multiple clouds--to unify detection, investigation, response and resilience. ReliaQuest combines the power of technology and 24/7/365 security expertise to give organizations the visibility and coverage they require to make their cybersecurity program more effective. Hundreds of Fortune 1000 organizations trust ReliaQuest GreyMatter to operationalize security investments to focus teams on the right problems, close visibility and capability gaps to proactively manage risk and accelerate initiatives for the business. ReliaQuest is a private company headquartered in Tampa, Fla, with multiple global locations. For more information, visit www.reliaquest.com A recent study of more than 400 security decision makers at large enterprises confirmed the critical gap ReliaQuest fills for its customers. The report found that enterprises, in an effort to protect themselves, have implemented numerous security tools and technologies. However, 71% say they have added tools faster than they can productively use them while 69% now spend more time managing the tools than effectively defending against threats. Even with all this effort, a majority of enterprises say their security posture has not improved and they do not have confidence their systems and processes will be resilient in the face of an attack ReliaQuest's Grey Matter helps companies solve these problems by connecting the existing technology, people, and processes that enterprises rely on through a centralized SaaS platform. GreyMatter also includes the quality content, playbooks, and security expertise of world-class security operations, and the transparency and ongoing measurement that enterprises need from a trusted partner. RELIAQUEST GREYMATTER Acting as a force multiplier on an organization's existing cybersecurity investments, only ReliaQuest's GreyMatter SaaS platform integrates disparate technologies to provide a unified, actionable view that fills the gaps in enterprise security programs. As a result, only Grey Matter can provide enterprises with true visibility, automation across the security lifecycle; and ongoing benchmarking and measurement to give enterprises the confidence needed in their security tools, programs and processes. 1) True Visibility At the heart of ReliaQuest GreyMatter is the universal translator. ReliaQuest built a patented translation layer to gather and normalize data on demand from leading security technologies and cloud providers. The company's framework integrates data from customer toolsets to give companies a single comprehensive view across their environment. This isn't a one-time API connection. Dedicated engineers continuously map fields on a technology and source level on a per customer basis. This goes way beyond any other data bridge in the industry Because of this bi-directional integration and resulting visibility, Grey Matter delivers threat detection content tuned to the company's environment and mapped to frameworks like NIST, the Kill chain and MITRE ATT&CK to provide better threat coverage and enable faster threat response With this combination of capabilities, customers see a 400% improvement in threat detection capabilities in the first 90 days. 2) Automation Across the Security Lifecycle The industry often thinks of automation only in terms of response. But ReliaQuest looks for opportunities to automate across the security lifecycle. In addition to automating the data collection stage to speed investigation, GreyMatter contains several pre-built playbooks across commonly detected events and use cases to help your team confidently automate in line with your standard operating procedures, And ReliaQuest is applying automation in yet another way. ReliaQuest Grey Matter improves a company's security posture with machine learning-driven, automated hunts and automated attack simulations to validate security controls and systems, identify gaps and prioritize remediation based on risk to the business 3) Ongoing Measurement Grey Matter is also designed to give a company the ongoing reporting and measurement to track improvements in visibility, efficacy of tools and maturity of your teams and processes. YOUR PROSPECT'S OVERVIEW: SAM SMITH Sam Smith is the new Chief Information Officer for Terametra Manufacturing. Terametra Manufacturing has been a contract manufacturer of consumer electronics for the past 10 years. The company is large with revenues of $108 and has a strong brand within the industry but is unknown to consumers as its products are sold under other company brand names. 2 Page Terametra Manufacturing was recently awarded a patent for a breakthrough in technology that will make the sound and battery life of Bluetooth headphones dramatically better. The expert reviews have raved about the performance of the new headphones and due to Terametra Manufacturing's expertise in manufacturing the company will be able to sell the products at a significant discount compared to competitors. While new to Terametra Manufacturing, Sam is an information technology veteran with more than 20 years in various information technology roles at technology companies. Most recently, Sam was the CIO for a data storage encryption company that went public. To maximize profits the company has decided to launch a new company branded product line and sell direct to consumers via the web and through online retailers like Amazon. While the opportunity for growth is breathtaking. Sam is concerned about the workload on the entire IT team. He knows the company is focusing all its resources on the direct to consumer launch so there is no money to add IT staff and timelines are ridiculously tight. SCENARIO: You are an Account Manager for ReliaQuest and Terametra Manufacturing is one of your target customers. Your digital team just notified you that Sam Smith, the CIO, registered on the web site to get access to a research white paper that noted: Top Pain Points for Security Operations Inability to get security products to work integrate 28% o Governance, risk, and compliance 25% Extending security controls / tools to a hybrid/multi-cloud environment 24% Over 50% of Enterprises report that they spend too much time maintaining security tools (EDR: End Point Detection Reporting and SIEM: Security Information and Event Management) Almost 50% of enterprises report data from security tools (EDR and SIEM) is overwhelming 86% of enterprises report they are unable to act upon al security alerts daily Over half (55%) of enterprises believe they are missing logs freports) from systems that would help security You've also noted from ReliaQuest research that there is a: 400% improvement in threat detection capabilities in the first 90 days of deploying ReliaQuest capabilities 98% reduction in security system downtime, accelerating threat identification and response 35% decrease in the total cost of ownership, due to more efficient security defenses. The team also shared that Sam had reviewed several pages about GreyMatter on the web site. You conducted a background search and found analyst reports on the high expectations for Terametra Manufacturing's direct to consumer launch, concerns related to security attacks, and concerns from Terametra's IT employees that the extreme workload could impact quality. 31 Page You are not an expert in manufacturing or technology, so you spent a few minutes working with ReliaQuest leadership to gain a better understanding of the possible challenges Sam may be facing. Here are some of the inputs: Web sites significantly increase the number of places hackers can attack and the interest hackers have in your company. The exposed area of the IT infrastructure is called the "attack surface". Some of the item's hackers are seeking are credit card numbers, passwords so they can misdirect product orders, and information to enable other malicious efforts. The direct-to-consumer strategy will increase the workload for the IT workers because there are now more systems with different configurations and naming conventions. In some cases, the alarm for the same thing will be called different names on different systems. There is a shortage of IT security workers especially in larger companies. Turnover is the highest when the work is mundane, and the workers are chasing alarms all day and trying to integrate systems. EXAMPLE OBJECTIONS: What is this going to cost Terametra Manufacturing? Sam already knows what to do. She / He has been in the industry for years. Terametra Manufacturing has a strong relationship with its primary IT providers who provide great assistance Can ReliaQuest handle the needs of a major operation like Terametra Manufacturing CHARACTERS: ReliaQuest Account Manager Sam Smith COMPETITOR ROUNDS PREWORK ROUND 1 (PROSPECTING): Prospecting email to Sam Smith due 11:59p on 10/11/2021 Send your prospecting email to Sam Smith by 11:59p on Monday, October 11, 2020. The goal of the email is to obtain a commitment for a short 10-minute discovery call. NETWORKING: Meet the Employers Thursday evening 10/14/2021 The Muma College of Business School of Marketing and Innovation will host a Meet the Employers event on Thursday evening, October 14, 2021. Competitors in Selling with the Bulls: USF System will network with company representatives. Company representatives will identify the best networking students and those students will earn points toward the Top Bull award. Three (3) students may sign up for a 20-minute time slot to speak with the various businesses in attendance. There may be a mix of competitors and non-competitors in the networking time slots. Network with ReliaQuest company representatives during the Muma College of Business School of Marketing and Innovation Meet the Employers event on Thursday evening. October 14, 2021 to obtain insights on Sam Smith and Terametra Manufacturing that will be assistance in building rapport for the prospecting phone call on Friday morning. ROUND 1 (PROSPECTING): Prospecting phone call to Sam Smith, Friday morning 10/15/2021 You have been attempting to contact Sam Smith and Sam has not responded despite the interest demonstrated by Sam's time on the ReliaQuest web site. You take the initiative and call Sam in the hopes of catching her / him before the day gets underway. The goal of the phone call is to obtain a commitment for a short 10-minute discovery meeting. The time limit on the phone call is 5 minutes. ROUND 2 (Discovery Call): Web meeting with Sam Smith, Friday mid-day 10/15/2021 You contacted Sam Smith via phone and were able to set up a 10-minute conversation with Sam meeting. This is that meeting The goal of this meeting is: To develop an understanding of Sam Smith's and Terametra Manufacturing's present situation along with their interest level in contracting with ReliaQuest. 5 Page To determine the timing on Sam Smith's plans to make information technology decisions and the associated project timelines. To understand Sam Smith's ideal state and how ReliaQuest can help achieve that state. To explain what current ReliaQuest clients are experiencing and validate those similar results would meet the Sam Smith's needs. Close on having Sam Smith agree to a meeting where you will present a solution to address Sam Smith's needs. ROUND 3 (Sales Close Meeting): Web meeting with Sam Smith, Friday late afternoon 10/15/220 Information on what you learned during the meeting will be shared following the round. This round will be 15 minutes. The goal of this meeting is to: Explore the problems that are prompting Sam to consider a relationship with ReliaQuest Close on a ReliaQuest contract Option 1: $50,000 per year to support the direct-to-consumer launch with a one (1) year commitment. No discount. Option 2: Support for the entire company including direct-to-consumer project, the manufacturing business, the research and development business unit, and human resources system $100,000 per year. Three (3) year commitment and 20% discount. APPENDIX A: SELECT CYBER SECURITY TERMS (adapted from Wikipedia) Alarm fatigue or alert fatigue occurs when one is exposed to a large number of frequent alarms (alerts) and consequently becomes desensitized to them. Desensitization can lead to longer response times or missing important alarms. Like crying wolf, such false alarms rob the valid alarms of the value they were intended to add (duly alerting people to danger). Analytics is the discovery, interpretation, and communication of meaningful patterns in data. It also entails applying data patterns towards effective decision making. In other words, analytics can be understood as the connective tissue between data and effective decision making within an organization. Especially valuable in areas rich with recorded information, analytics relies on the simultaneous application of statistics, computer programming and operations research to quantify performance. Automation is the technology by which a process or procedure is performed with minimal human assistance. A botnet is a number of Internet connected devices, each of which is running one or more bots. Botnets can be used to perform distributed denial-of-service attack (DDoS attack), steal data, send spam, and allows the attacker to access the device and its connection. The owner can control the botnet using command and control (C&C) software. The word "botnet" is a combination of the words "robot" and "network". The term is usually used with a negative or malicious connotation. Cloud computing is the on-demand availability of computer system resources, especially data storage and computing power, without direct active management by the user. The term is generally used to describe data centers available to many users over the Internet. Large clouds, predominant today, often have functions distributed over multiple locations from central servers. Advocates of public and hybrid clouds note that cloud computing allows companies to avoid or minimize up-front IT infrastructure costs. Proponents also claim that cloud computing allows enterprises to get their applications up and running faster, with improved manageability and less maintenance, and that it enables IT teams to more rapidly adjust resources to meet fluctuating and unpredictable demand. Computer software, or simply software, is a collection of data or computer instructions that tell the computer how to work. This is in contrast to physical hardware, from which the system is built and actually performs the work A computer virus is a type of malware that, when executed, replicates itself by modifying other computer programs and inserting its own code. A computer worm is a standalone malware computer program that replicates itself in order to spread to other computers. Often, it uses a computer network to spread itself, relying on security failures on the target computer to access it. A data breach is the intentional or unintentional release of secure or private/confidential information to an untrusted environment. Other terms for this phenomenon include unintentional information disclosure, data leak, information leakage and also data spill. Incidents range from concerted attacks by black hats associated with organized crime, political activist or national governments to careless disposal of used computer equipment or data storage media. 7 Page A denial-of-service attack (DoS attack) is a cyber-attack in which the perpetrator seeks to make a machine or network resource unavailable to its intended users by temporarily or indefinitely disrupting services of a host connected to the Internet. Denial of service is typically accomplished by floading the targeted machine or resource with superfluous requests in an attempt to overload systems and prevent some or all legitimate requests from being fulfilled. In a distributed denial-of-service attack (DDoS attack), the incoming traffic flooding the victim originates from many different sources. This effectively makes it impossible to stop the attack simply by blocking a single source. A DoS or DDoS attack is analogous to a group of people crowding the entry door of a shop, making it hard for legitimate customers to enter, thus disrupting trade. A domain name is an identification string that defines a realm of administrative autonomy authority or control within the Internet. Domain names are used in various networking contexts and for application specific naming and addressing purposes. In general, a domain name identifies a network domain, or it represents an internet Protocol (IP) resource, such as a personal computer used to access the Internet, a server computer hosting a web site, or the web site itself or any other service communicated via the Internet Domain names are formed by the rules and procedures of the Domain Name System (DNS). An exploit (from the English verb to exploit, meaning "to use something to one's own advantage") is a piece of software, a chunk of data, or a sequence of commands that takes advantage of a bug or vulnerability to cause unintended or unanticipated behavior to occur on computer software, hardware, or something electronic (usually computerized). Such behavior frequently includes things like gaining control of a computer system, allowing privilege escalation, or a denial-of-service (DoS or related DDoS) attack. A firewall is a network security system that monitors and controls incoming and outgoing network traffic based on predetermined security rules. A firewall typically establishes a barrier between a trusted internal network and untrusted external network, such as the Internet. The term kill chain was originally used as a military concept related to the structure of an attack; consisting of target identification, force dispatch to target, decision and order to attack the target, and finally the destruction of the target. Conversely, the idea of "breaking" an opponent's kill chain is a method of defense or preemptive action. More recently, this concept has been applied to information security, using it as a method for modeling intrusions on a computer network An Internet Protocol address (IP address) is a numerical label assigned to each device connected to a computer network that uses the Internet Protocol for communication. An IP address serves two main functions: host or network interface identification and location addressing. Malware (a portmanteau for malicious software) is any software intentionally designed to cause damage to a computer, server, client, or computer network, Malware does the damage after it is implanted or introduced in some way into a target's computer and can take the form of directly executable code, scripts, so-called "active content, and other forms of data. Some kinds of malware are largely referred to in the media as computer viruses, worms, Trojan horses, ransomware, spyware, adware, and scareware, among other terms. On-premises software (also known as on-premise, and abbreviated "on-prem") is installed and runs on computers on the premises of the person or organization using the software, rather than at a remote 8 Page facility such as a server farm or cloud. On premises software is sometimes referred to as "shrinkwrap software, and off-premises software is commonly called "software as a service" ("SaaS) or "dloud computing": Phishing is the fraudulent attempt to obtain sensitive information such as usernames, passwords and credit card details by disguising oneself as a trustworthy entity in an electronic communication. Typically carried out by email spoofing or instant messaging, it often directs users to enter personal information at a fake website which matches the look and feel of the legitimate site. Phishing attempts directed at specific individuals or companies have been termed spear phishing, in contrast to bulk phishing, spear phishing attackers often gather and use personal information about their target to increase their probability of success. Proactive Hunts is the process of testing a company's Information Technology exposure to various known or expected vulnerabilities with known or contracted resources Ransomware is a type of malware from cryptovirology that threatens to publish the victim's data or perpetually block access to it unless a randomis paid. While some simple ransomware may lock the system in a way which is not difficult for a knowledgeable person to reverse, more advanced malware uses a technique called cryptoviral extortion, in which it encrypts the victim's files, making them inaccessible, and demands a ransom payment to decrypt them. Software as a service (SaaS) is a software licensing and delivery model in which software is licensed on a subscription basis and is centrally hosted. It is sometimes referred to as "on-demand software Saas is typically accessed by users using a thin client, es va a web browser. SaaS has become a common delivery model for many business applications. Suas has been incorporated into the strategy of nearly all leading enterprise software companies A threat is a possible danger that might exploita vulnerability to breach security and therefore cause possible harm. A threat can be either intentional fehacking an individual cracker or a criminal organization) or accidental Threat Intelligence Platform is an emerging technology discipline that helps organizations aggregate, correlate, and analyze threat data from multiple sources in real time to support defensive actions. TIPS have evolved to address the growing amount of data generated by a variety of internal and external resources (such as system logs and threat intelligence feeds, and help security teams identify the threats that are relevant to their organization. By importing threat data from multiple sources and formats correlating that data, and then exporting it into an organization's existing security systems or ticketing systems, a IP automates proactive threat management and mitigation. A true TIP differs from typical enterprise security products in that it is a system that can be programmed by outside developers, in particular, users of the platform A Trojan horse, or Trojan, is any malware which misleads users of its true intent. The term is derived from the Ancient Greek story of the deceptive Trojan Horse that led to the fall of the city of Troy Trojans are generally spread by some form of social engineering for example where a user is duped into executing an e-mail attachment disguised to appear not suspicious, les, a routine form to be filed in or by clicking on some fake advertisement on social media or anywhere else. 91 Page A virtual private network (VPN) extends a private network across a public network, and enables users to send and receive data across shared or public networks as if their computing devices were directly connected to the private network Applications running on a computing device, ega laptop, desktop, smartphone, across a VPN may therefore benefit from the functionality, security, and management of the private network. Encryption is a common though not an inherent part of a VPN connection