Workshop field guide
Start with your assigned customer case. Turn business risk into a practical solution and a clear next step.
Your facilitator will assign your group and use case.
All six customer companies are fictional. Public incidents in the workbook are comparison points, not Helios customer claims.
Build one customer story.
Use the 45 minutes to align your group, choose the smallest useful solution and rehearse the handoffs.
Your preparation plan
- 0–8 min
Frame the customer’s problem
Identify the customer, business trigger, main risk and assumptions. Write a one-sentence account hypothesis.
Sales leads
- 8–15 min
Ask before you prescribe
Choose three discovery questions. Identify the sponsor, user, owner and potential blocker.
Sales leads
- 15–25 min
Draw the path that matters
Map data, applications, vendors, identities and systems. Mark the trust boundary and the control point.
Presales leads
- 25–33 min
Choose up to three moves
Put the controls in a realistic order. Explain each portfolio role and where another owner or validation is needed.
Work together
- 33–40 min
Make the next step concrete
Define the assessment or pilot scope, duration, dependencies, owner, baseline and success measure. State the decision you need.
Work together
- 40–45 min
Rehearse as one team
Run the opening, speaking handoffs, objections and closing ask. Every member must speak.
Everyone
Put the portfolio to work.
Use the smallest useful combination. Naming every product does not earn extra credit.
- Govern
- OneTrust
- Assess
- SecurityScorecard
- Control
- Cloudflare
- Protect
- Sangfor
- Detect
- Darktrace
- Trust
- Utimaco
Before you present
- One clear customer problem and a cost of inaction.
- Three discovery questions and named stakeholders.
- A simple architecture the group can explain.
- Up to three moves, with honest boundaries and assumptions.
- A scoped next step, success measure, owner and decision requested.
- Every speaker knows their handoff.
Hand in your presentation
How the panel will judge.
A credible customer story matters more than product count. Use these criteria to challenge your own pitch.
Total available100 points
The panel scores presentations manually, outside this website.
Handle the objection. Advance the conversation.
- AcknowledgeShow that you understand the concern.
- ReframeConnect it to the customer’s actual risk or outcome.
- EvidenceState what you can prove and what needs validation.
- AdvanceAgree a useful next action with a named owner.
Hand in your presentation.
Use the group name and use case assigned by your facilitator. No sign-in is needed.
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- Group
- File
- Receipt
Keep this receipt if you need to check your submission with the facilitator.