Identify the Concern, Lead with the Product
| Customer Concern | CP Product | Your Opening |
|---|---|---|
| "Employees using AI with no visibility" | Workforce AI Security | "Let me show you what we see when we turn on visibility — most orgs are surprised." |
| "Building AI apps, need to secure them" | AI Guardrails | "The biggest risk isn't the model — it's the input. Let me show you the attack surface." |
| "Deploying AI agents for SOC automation" | AI Agent Security | "Every tool an agent accesses is a potential blast radius. Let me show you least-privilege for AI." |
The Unified Pitch (2 Minutes)
- The Landscape (20s) — "AI adoption is accelerating in three areas: employees using AI tools, orgs building AI apps, and agents automating operations."
- The Risk (30s) — "Employees leak data to ChatGPT. LLM apps are vulnerable to prompt injection. Agents have permissions without human approval."
- The Solution (30s) — "Check Point AI Security covers all three. Workforce gives visibility. Guardrails protect apps. Agent Security monitors autonomous workflows."
- The Differentiator (20s) — "Other vendors cover one — we cover all three, integrated into the Infinity Platform."
- The Proof (20s) — "Let me show you. I have a working demo."
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Think Deeper
Try this:
A customer says 'We don't use AI yet, so we don't need AI security.' How do you respond?
They almost certainly do use AI — they just don't know it. Employees use ChatGPT, Copilot, Gemini, and Claude on personal devices or through browser tabs. Shadow AI is the norm, not the exception. Workforce AI Security discovers this usage and gives them visibility before governance.
Key insight: Lead with the customer's concern, not the product name.
Identify which of the three AI security challenges they face, then map to the right product.