Cyber Range

What Is the Cyber Range?

The Cyber Range is an immersive customer-facing event that uses today’s “real threats” to show how only a true platform solution can detect and prevent the most sophisticated and evasive cyberattacks.

It’s designed to be a thought-provoking journey that promotes sales acceleration, shorter closure cycles and reductions in Proof of Value (PoV). Cyber Range encourages participants to consider how a platform approach can be the best defense against today’s emerging attacks where using existing solutions can lead to disruptions.

The Cyber Range is a four-hour, in-person event. Based upon a business merger scenario, the participants will understand through hands-on exercises, lectures and live-attack demonstrations how Palo Alto Networks Strata, Cortex and Prisma Access platform solutions prevent attacks and compromises while increasing visibility. It helps to ensure a secure enterprise posture and superior “work from anywhere” experience and security for end users.


So, what differentiates the Cyber Range from an Ultimate Test Drive (UTD) event? The UTD proves the solutions work as advertised. The Cyber Range provides the outcomes. This is why the Cyber Range can lead to deeper and meaningful conversations with customers, expanded opportunities and successful deal closures.

What Are Cyber Range Offerings?

To create an impactful experience for the participants, the Cyber Range has three different offerings.

LEVEL 1
C-Level/Non-Technical More Strategy

Conceptual. Product effectiveness. Charts and pictures.

LEVEL 2
Management - Strategic/Some Technical

Business merger/ acquisition scenario

LEVEL 3
Technical - Deep Dive, Hands-On and Demonstrations

List of demonstrations that will take place

Each one of the three Cyber Range offerings listed above can accommodate 20+ individuals and is delivered in these two formats:
  • Live In-Person, at the TD SYNNEX Cyber Range facility in Gilbert, Arizona (preferred).
  • Remote Event, where a Cyber Range Master will host the event at a “shared space” (i.e., Co-Hatch, Regus, Hotel Conference Center). 

Note: For a remote event, each participant will need to bring a laptop to participate in the exercises.

Tips for a Successful Cyber Range Event

1

Know the Customer:

It’s important to know who you’ll invite to the Cyber Range. The Cyber Range has proven to be effective in closing deals as well as expanding deals. However, the expertise and organizational role responsibility of the attendee should be paired with the proper Cyber Range level.

2

Be There:

When your customer attends the Cyber Range, you should be sure you attend as well. After all, you know more about the customer’s environment, concerns and “pain points” than the Cyber Range Master.

Remember: This is an interactive event where questions will arise from the participants about the right solution for their specific dilemma. By having the Account Manager and Systems Engineer present, you can address these questions during breaks or after the event.

3

Make It Your Own:

Plan to invite your customers to a “happy hour” after the event to discuss their experience, what they learned and what solutions resonated. Find out how Palo Alto Networks solutions can strengthen their security posture, reduce their overall total cost of ownership (TCO) and increase their return on investment (ROI).

If you’re unsure which level would be best suited for your customer or you need an event that is “more Level 1 and some Level 2”, contact the Cyber Range to discuss possible modifications that will meet the expectations of you and the customer. The right customization can help you create or close the opportunity.

Firstly, we must understand what the Cyber Range is and is not.

The Cyber Range

IS

  • A journey that helps participants understand that no organization, business or person is immune from an attack.

  • A way to experience firsthand the types of tools, methods and resources your adversaries are using to penetrate your security boundaries.

  • An opportunity for participants to question whether their existing security product or solution works.

  • A demonstration of how a platform solution is a smart way to detect, prevent and share alerts about any type of attack, vulnerability or threat, anywhere in the corporate network, cloud and endpoints.

  • A way to drive sales, accelerate closures, upsell and have meaningful and strategic conversations.

The Cyber Range

IS NOT

  • Training for certification exams or Palo Alto Networks solutions.

  • A “Bake Off” or “Dare to Compare” event.

  • Training for entry-level employees.

  • A “Red Team vs. Blue Team” exercise.

The Cyber Range can also be leveraged for white-space events. This type of event allows account representatives and senior executives to invite decision makers and key stakeholders to learn more about Palo Alto Networks solutions, and it opens the door to sales opportunities. Events of this type will be offered once per quarter, and they can accommodate a larger audience.

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