PARTNERS/RESELLERS ONLY
B2B OFFERING
CUSTOMER SCENARIOS
EXISTING CUSTOMERS
Customer 1
BREIF: Existing 80 seat ESET customer using ESET
Endpoint Protection Advanced­—single product with no
management. Customer is looking to renew their product.
Customer Needs:
• Existing customer looking to renew and enlarge to
120 seats
• Employees are remote, so there is an additional need
for increased protection and management
Sales Tip: Upsell opportunity for adding EDTD.
Focus on upselling increased protection against phishing
attempts that are on the rise, and EDTD’s sandboxing
feature that can help detect and remediate a threat
before the file is executed.
Sales Rep Offer:
ESET PROTECT Advanced
Customer 2
BRIEF: Existing 150-seat customer currently on ESET
Endpoint Protection Advanced, plus ESET Dynamic Threat
Defense. Was using ESET Cloud Administrator, which was
transitioned to ESET PROTECT Cloud offering. A direct
migration would be to PROTECT ENTRY + EDTD.
Customer Needs:
• Existing customer looking to renew their 150 seats
• Has many employees who have transitioned to
working remotely
Sales Tip: Upsell opportunity for adding EFDE.
Focus on the increased concern for encryption for
companies as their remote workforce has grown, which
also may be required for compliance or insurance. It
comes as part of a bundle that won’t cost any more
than their current bundle + EDTD, so essentially they’re
getting ESET Full Disk Encryption for free.
Sales Rep Offer:
ESET PROTECT Advanced
Customer 3
BRIEF: Existing 200-seat customer currently using the on-
prem management server. Looking to renew but does not
want to switch to cloud management. Current products
include ESET Secure Business Bundle (Endpoint security
and Mail security) and EFDE.
Customer Needs:
• Existing customer looking to renew their 200 seats
• Wants to continue offering same protection to
employees (Mail Security, EFDE)
Sales Tip: Upsell opportunity for adding EDTD.
Explore the customer needs around phishing attack
concerns. Focus on upselling EDTD to compliment
ESET Mail Security, adding the increased protection
against malware getting on the network through
phishing. EDTD’s sandboxing feature can help detect
and remediate malicious email. The suspicious email is
executed in the sandbox, and if malicious, the threat is
removed before ever reaching the user’s inbox.
Sales Rep Offer:
ESET PROTECT Complete (on-prem)

B2B OFFERING
CUSTOMER SCENARIOS
NEW CUSTOMERS
Customer 1
BRIEF: 250-seat customer looking for an endpoint and mail
security solution, and have specific concerns about increased
advanced threats. Looking to switch from their current
provider due to poor customer service.
Customer Needs:
• 250 seats of endpoint protection
• Looking for a mail security solution also
• Uses Microsoft 365
• Concerned about increased advanced threats and
looking for encryption features for data privacy
Sales Tip: Take the opportunity to reference our excellent
local technical support. Although they have not asked for
EDTD, this can be included and provide added protection
against advanced threats.
Sales Rep Offer:
ESET PROTECT Complete
Customer 2
BRIEF: 1000-seat potential customer looking to switch
to ESET but wants to maintain their current mail security
solution with an ESET competitor.
Customer Needs:
• Looking to purchase 1000 seats for endpoints
• Also needs management capabilities
• Do not want to migrate their mail security product
PARTNERS/RESELLERS ONLY
Sales Tip: Ask if there are any additional security needs
before jumping to an option. You might uncover more info
that can help identify a more appropriate solution.
Additional customer need: Questioning uncovers
concerns around data privacy and phishing email increases
due to increased remote workers. Also concerned about
targeted attack after a recent security incident.
Sales Tip: Cross sell opportunity for adding EDTD, EFDE
and EEI. Focus on selling the need for increased protection
against phishing attempts and targeted attacks. EDTD’s
sandboxing feature can help detect and remediate a threat
before the file is executed on the user’s system. EFDE can
provide encryption for remote employee data. EEI will
provide monitoring of the environment and interacts with
other tools to remediate threats detected.
Sales Rep Offer:
ESET PROTECT Enterprise (On-Prem)
Customer 3
BRIEF: Considering options for mail security. Does not have
budget or time to migrate endpoints from current provider.
Customer Needs:
• Mail security, after being hit with ransomware
• Not ready to switch their endpoint solution yet
Sales Tip: Since customer cannot make a full migration at
this time, make a note of what they are using with their
existing vendor but offer our Mail Security product and
added EDTD. They can get a taste of ESET now and we can
follow up with them later when they are in the market for
a more holistic solution.
Sales Rep Offer:
ESET PROTECT Mail Plus