Business Case Study

Pursuing business expansion through building mutual trust withcustomers, by developing personnel capable to identify andstudy possible security risks from the customers’ point-of-view
Introduced CompTIA certifications to meet the internal needs for a framework to develop
human resources who can identify and analyze risks based on individual customers’ context
TARGET

SE Division – Network Engineers/Security Pre-sales SEs
Enterprise Operation Division – Managed Security Service
Operation SEs

Background of Efforts

SoftBank Corp.
1-9-1 Higashi-Shinbashi,Minato-ku, Tokyo
https://www.softbank.jp/en/biz/“Thanks to introduction of
CompTIA certifications, wecould achieve our goal tobe able to study/responsein the customers’ point ofview. We can now hearmuch input fromcustomers.”
IoT・Security Business
Division,Enterprise Business Strategy
Department

SoftBank provides security services for different stages, such as prevention, detection, and response,
according to the customers’ environment, in order to improve security at the customers against cyberattacks with ever-growing sophistication. It was required to have internal support system to establishtrustworthy relationship with the customers and to develop human resources who can identify and study
possible security risks in customers’ shoes, in providing “zIPS,” a mobile threat protection solution, and“Dome9,” a cloud security solution.
Development of Security Pre-Sales SEs
Development of human resources who can identify and analyze risks, while understanding thecustomer’s standpoint, and introduction of a framework.
Required capabilities:
・ On top of security knowledge, ability to have a good grasp of information security situation,
understanding business issues in individual customers’ environment
・ Ability to respond in line with the customers’ point-of view, understanding what happened on site
and what is needed in occurrence of an incident.
Establishment of a support system by Security Pre-Sales SEs for security matters
・ Security Solution Department, where Security Pre-sales SEs belong, provides support in acentralized manner, no matter where a support request comes from, whether directly from Corporate
Sales or through support request raised by Network Engineers.
・ Persons in charge in Security Solution Department are assigned respectively to Network Engineersof different business units, which are divided according to industries, such as finance, services anddistribution. This is to strengthen a system which enables smooth information sharing on a specificmatter and active actions for security-related matters.
CompTIA Security+ designates knowledgeable professionals in the filed of security.
The exam covers the most important foundational principles for securing a network andmanaging risk.
CompTIA CySA+ is the only intermediate high-stakes cybersecurity analyst certification
with performance-based questions covering security analytics, intrusion detection andresponse.

Certification in USE■ CompTIA Security+■ CompTIA CySA+ACTION

CompTIAWORLDWIDEHEADQUARTERS
CompTIA Certifications, LLC
3500 Lacey Road, Suite 100
Downers Grove, IL60515-5439
CompTIA.org■ CompTIA CySA+ ”as a common sense”
Regarding capability required for Security Pre-Sales SEs as a common sense, acquisition of CompTIA
CySA+ certification is promoted for Network Engineers, Security Pre-sales SEs and Managed Security
Service Operation SEs, who have many contacts with customers and much internal collaboration.
<Changes before and after the approaches>
Effective in study and response from customers’ point of view (increase in acquisition of neworders and opportunities to make proposals)- Security related orders increased for 187% in Aug to Dec period (vs. Jan to July 2018)243% increase for focal products- 90% or respondents to the questionnaire for the certification acquisitions said they havemore opportunities to talk about security to the customers■ Further enhancement of skill
Security Pre-Sales SEs: acquisition of skills to have dialog in business managements’ point of view →acquisition of CISSP
Network Engineers: Develop advanced analyzing capability → acquisition of GIAC
Planning a scheme to educate security also for sales and sales support agents“Along with expansion of the Work Style Reform, security services are required to havewider coverage than conventional network security. To meet such needs, it is essential to
make holistic and systematic service proposals based on individual users’ environment on
top of individual services. I am glad that introduction of CompTIA certifications has enabled
us to make proposals in ways to connect dots to lines, and to expand lines to plane
coverage, which has increased customers’ satisfaction.”
Mr. Masashi Kitayama,Director, IoT・Security Business Division,Enterprise Business Strategy Development@2018 CompTIA Properties, LLC, used under license by CompTIA Certifications, LLC. All rights reserved. All certification programs and education related to such programs are operated exclusively by CompTIA Certifications,
LLC. CompTIA is a registered trademark of CompTIA Properties, LLC in the U.S. and internationally. Other brands and company names mentioned herein may be trademarks or service marks of CompTIA Properties, LLC orof their respective owners. Reproduction or dissemination prohibited without written consent of CompTIA Properties, LLC. Printed in the U.S. 05626-Aug2018

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