Discussion highlights:
1:55 - Specific B2B industries showing higher demand and conversion rates
3:55 - Positioning and messaging
5:47 - Launch of the security product in the B2B segment
10:15 - Specifics of hardbundling security into B2B tariffs
13:00 - Best-performing channels for selling cybersecurity to B2B segment
15:25 - Selling cybersecurity to the whole B2B segment, from SMBs to nation-wide enterprises
20:00 - Training and incentivization of telco sales personnel
25:00 - How has Whalebone contributed to A1's success
About the speaker:
Tino has a strong background in IT and renewable energy, with more than 40 awards earned across both fields. He brings experience in telco solutions, SaaS, banking software, security, and customer-focused management.
About this session:
Watch A1 Croatia’s ICT Presales Expert Tino Herljević in a discussion about how to successfully sell cybersecurity products to B2B customers. Hosted by Whalebone’s Ondrej Hrabal, this webinar uncovers the key sales, product, and marketing practices that helped A1 Croatia position themselves as a trustworthy cybersecurity provider for businesses of all sizes.
Learn how A1 Croatia:
- Developed and launched their business-focused cybersecurity portfolio,
- Built awareness and credibility in the B2B segment,
- Educated their sales teams to address customer concerns with confidence, and
- Partnered with Whalebone to drive long-term customer trust and revenue growth.
Whether you are already offering cybersecurity to businesses or just considering it, you will walk away with practical advice from one of the most experienced telcos in the region.
This session is built for:
- Telco Product Managers seeking tools for market differentiation and customer value.
- Marketing and Marcomms teams looking for compelling proof points to power campaigns.
- Innovation, BD, and CX teams preparing for expansion or improving performance in existing markets.
Previous discussion:
- Security as the Foundation of Youth Mobile Plans: Matthew Vercellono (GO plc)
- Telco Product Launch Checklist: Luka Radunović (m:tel Montenegro)
- Best-Performing Telco Channels: Sergei Stolic (A1 Serbia)
- Best-performing bundling strategies: Aleksandar Petrov (A1 Bulgaria)
- The most successful strategies for sales trainings Sendija Beata Lazdiņa (Tele2 Latvia)
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