Zscaler is a cybersecurity leader, spearheading the shift towards zero trust digital transformation. As a global cloud-based information security company, Zscaler works to enable secure digital transformations within the realms of mobile and cloud technology [1]. The best-of-breed CASB (Cloud Access Security Broker) and SASE (Secure Access Service Edge) solutions they provide revolutionize IT and address evolving security needs [1].
Founded in 2007 by Jay Chaudhry and K. Kailash, Zscaler has shown a history of significant financial growth, securing $38 million in funding in 2012 and raising $192 million in its initial public offering in 2018. Further showcasing the company's financial stability, Zscaler was added to the Nasdaq 100 in December 2021 and is traded under the ticker symbol ZS [2].
With around 6900 employees, Zscaler works on a global scale to protect workloads, IoT/OT devices, and B2B (Business-to-Business) customers from increasingly sophisticated cyber threats. The company positions security as a business enabler, assisting business agility and competitiveness while reducing business risk and the cost and complexity tied to digital security [3].
Zscaler's products and services include secure web gateways, secure remote access, cloud sandboxing, cloud firewall services, CSPM (Cloud Security Posture Management), workload segmentation, and securing apps and users through private access [1]. In one instance, Zscaler Private Access was deployed to establish zero trust for over 7000 apps and 10000 users by an oil and gas equipment company [1].
Zscaler is committed to the principles of ESG (Environmental, Social, and Governance) and corporate responsibility, demonstrating their dedication to fostering a positive social and environmental impact throughout their business operations [5].
[^1^]: https://www.zscaler.com/
[^2^]: https://en.wikipedia.org/wiki/Zscaler
[^3^]: https://www.linkedin.com/company/zscaler
Understand that Zscaler has a complex product portfolio and operates in a rapidly evolving market. Ensure the product or service you are offering can address the strategic, operational, and customer support challenges being faced by the company to help them remain competitive in the cybersecurity industry.
Considering that Zscaler is an enterprise with an estimated 6,900 employees, it is essential to identify the key decision-makers within their organization. Given their emphasis on security and technology, it would be best to target executives such as the CTO, Director of Security, and VP of Technology.
Based on the pain points identified, your value proposition could focus on offering solutions that (1) help streamline cybersecurity processes, (2) provide efficient cybersecurity response mechanisms, (3) improve customer support efficiency, (4) manage product complexity, or (5) enhance partner collaborations.
Reach out to the identified decision-makers by personalizing your message around your value proposition. It's recommended to use professional networks or platforms, such as LinkedIn, where you can possibly leverage mutual connections.
In your conversation with Zscaler, focus on presenting how your product/service can offer a solution to their challenges. Highlight how it can help them adapt quickly to new cyber threats, maintain a competitive edge, enhance customer support, manage product complexity, and strengthen their partnerships.
Zscaler may initially have concerns about external collaborations or changing their established processes. Tackle these objections by clearly communicating the long-term advantages of your solution, including scalability, efficiency, and cost-effectiveness.
After presenting your value proposition, follow up to sustain their interest. During following-ups, always share business insights, case studies, or other relevant information to solidify your expertise and credibility in the field.
If Zscaler shows interest in your offering, move towards closing the deal. Make sure to clarify all their queries regarding the contract, pricing details, and product implementation.
Ensure excellent post-sales service as it could lead to potential upsells, contract renewals, or referrals. Regular check-ins to assess their success and address any challenges would be highly beneficial to maintain a good relationship with Zscaler.
Last, conduct regular reviews to measure success in terms of revenue and relationship with the client. Moreover, continuously improve your sales strategy based on what works and what doesn't with Zscaler.
