Business Development
 at 

Tanium

Head count:
24

Pain Points

Pain point 1

The business development department at Tanium faces the challenge of identifying and reaching out to the most demanding and complex organizations that require total endpoint security solutions. This involves the difficulty of gaining visibility into potential customers' security needs and providing them with a modern approach to endpoint management and cyber security in an environment where attacks are becoming more sophisticated by the second.

Pain point 2

Tanium's business development team struggles with effectively demonstrating the value of Tanium's Converged Endpoint Management (XEM) platform to prospects, especially in a market where they need to compete with other best-in-category offerings and define the category. This involves overcoming objections related to the modern way of working, such as monitoring, managing, and improving employees’ digital experiences at scale while working remotely, as well as showcasing how integrating Tanium's endpoint data with workflows from other providers can lead to faster, more accurate decisions.

Pain point 3

The business development department at Tanium encounters challenges in showcasing real-world success stories and meaningful benchmarks that demonstrate how Tanium's solutions have helped organizations achieve tangible outcomes. This involves illustrating how automating patching through Tanium has resulted in compliance, cost savings, and efficiency improvements for organizations dealing with sensitive data, as well as providing enhanced toolsets for better visibility into endpoints across different enterprises.

A sample email template when selling to this department

To:
Cc:
Subject: Elevate Endpoint Security & Management at {{orgName}}
From:
Best regards,
{{sender.first_name}}

How to win when selling to this department

Understanding the Department's Objectives

The business development department at Tanium is tasked with identifying and engaging complex organizations that necessitate comprehensive endpoint security solutions. Their objectives revolve around enhancing visibility into the specific security needs of potential clients and effectively communicating the value proposition of Tanium's Converged Endpoint Management platform. They strive to articulate how Tanium can modernize endpoint management and cybersecurity practices, especially for environments increasingly vulnerable to sophisticated cyber threats. The department also aims to demonstrate how Tanium can seamlessly integrate with other providers to enhance decision-making processes and digital experiences for employees working remotely.

Cultivating Departmental Personas

Sales personnel should focus on creating personas that align with the unique characteristics and roles within Tanium's business development team. These personas may include strategic thinkers and innovators who look for cutting-edge solutions to complex problems, proactive networkers keen on securing partnerships with industry leaders, and tech-savvy professionals invested in utilizing modern tools for endpoint management. The personas should also consider team members who value real-world success stories and benchmarks that evidence efficiency improvements, compliance, and cost savings due to automated patching capabilities.

Aligning Solutions with Departmental Needs

To resonate with the business development team at Tanium, sales strategies should emphasize how their products or services directly address the pain points of reaching demanding organizations. Solutions should clearly illustrate the ability to provide deep insights into potential customers' security posture and showcase a streamlined approach for monitoring, managing, and improving remote work experiences at scale. Aligning solutions means articulating how they can complement the Tanium platform, demonstrate measurable outcomes through tangible success stories, enhance compliance and cost-efficiency, and provide superior visibility into endpoint management across diverse enterprises.

Strategic Relationship Building

Building strategic relationships with Tanium's business development team involves establishing trust through consistent and meaningful interactions. Salespeople must be well-versed in the intricacies of Tanium's XEM platform and aware of the latest cybersecurity trends to convey credibility. They should leverage insights from industry partnerships to showcase a deep understanding of Tanium's market position. Networking activities should focus on creating mutual value, sharing knowledge that supports Tanium's objectives, and offering collaborative opportunities that amplify Tanium's leadership in defining the category of endpoint security.

Effective Outreach Strategies

Outreach strategies targeted at Tanium’s business development department should be personalized and data-driven, taking into account the sophisticated nature of their clientele. Salespeople must craft messages that underscore their offerings’ relevance to enhancing endpoint security in versatile working environments. They should use success metrics from similar organizations as references and demonstrate an understanding of how integrating workflows from other systems can boost efficiency for Tanium’s users. Outreach campaigns may include educational content on industry best practices, invitations to webinars or collaborative events where Tanium’s technology is discussed, and high-quality case studies highlighting client successes attributed to using or integrating with Tanium’s solutions.