WAF: Qualifying Opps (Questions & Objections) Flashcards
What are the two Security bundle types?
The Essential bundle is for customers who need foundational security addressing key application security risks.
The Advanced bundle is for customers who want deeper and more customizable protections against additional risks like API abuse, data breaches, and advanced attacks.
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
“Are you concerned about your business being disrupted by the next unknown threat to your web apps?”
Business Qualification
Essential WAF Bundle
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
“Do you want your security teams to work more efficiently to reduce budget?”
Business Qualification
Essential WAF Bundle
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
“Is a quick and efficient response to a security incident a priority for you?”
Business Qualification
Essential WAF Bundle
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
“Is your enterprise impacted by regulations or frameworks that require you to encrypt sensitive and personal data? What are the consequences if data is accidentally left unencrypted? (fines, etc)”
Business Qualification
Essential WAF Bundle
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
“Do you struggle with downtime on your websites due to attacks?”
Business Qualification
Essential WAF Bundle
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
Do you have 10s or 100s of web domains you need to secure? Is saving time for security teams/helping them become more efficient a priority for you?
Business Qualification
If they say need it for 5-10 zones - Essential
If they >10 - recommend Advanced Bundle because it has WAF account level configuration. This lets companies manage WAF rules at the account level, and apply updates/rule changes to all zones at once.
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
“Do you struggle with downtime on your websites due to attacks?”
Business Qualification
If they say yes, then Advanced Bundle is the better option because it has Advanced Rate Limiting
1st is this a Business or Technical Qualification?
Is this question apply to Essential or Advanced WAF bundle?
Where does the risk of data exfiltration fall on your list of concerns? Do your applications access PII, credit card data, or other sensitive data? Are you impacted by data privacy and security regulations?
Business Qualification
Advanced Bundle
Do you want to decrease the mean time to resolution during a security incident? Do you need to benchmark your security tools to check that they are performing as expected?
Business Qualification
Advanced Bundle
Do you need robust application security? Are you satisfied with the performance and ease of use of your current WAF?
Business Qualification
Advanced Bundle
Do you have complex business cases that require you to create custom WAF rules beyond what the Cloudflare Managed Rules cover?
Business Qualification
If they say
Advanced Bundle
