Stan Kornaga

In the rapidly evolving landscape of AI adoption, organizations are struggling to balance innovation with the inherent risks of autonomous agents and non-human identities. The "AI Adoption Reality" is clear: AI is now embedded in every business function, yet security remains the critical bottleneck. This three-hour session is designed for partners ready to capture the $33B+ AI security market opportunity by shifting from reactive security to proactive, managed AI defense.

Participants will gain a comprehensive understanding of the Five Pillars of AI Security—Usage Control, Agent IAM, Red Teaming, Runtime Security, and Observability—and how to package these into high-margin, recurring revenue services. Through a strategic blend of architectural deep dives, real-world industry use cases, and hands-on demonstration, this workshop equips you to transform your portfolio, become a trusted AI advisor, and help your customers navigate the transition from experimental AI to secure, production-grade agentic operations.

Key Components of the Workshop include:
The Anatomy of AI Risk: Understanding the shift from simple chat vulnerabilities to the complex threats posed by multi-agent systems and supply chain flaws.

Cisco AI Defense Architecture: A deep dive into the technology enabling comprehensive security across the AI development lifecycle, from "shift-left" testing to "operate" phase runtime enforcement.

Operationalizing the Managed Service Model: Step-by-step guidance on designing service packages (Assess, Govern, Build, Operate) that convert one-time projects into long-term, sticky annuities.

Strategic Sales Enablement: Messaging strategies to address C-suite concerns, map outcomes to business value, and overcome common buyer hesitancies using data-driven risk reduction metrics.

Agenda
1. Market Opportunity & The AI Reality (20 Mins)
Understanding the growth drivers: From 2.8B to 7.7B market opportunity.
Recognizing the "Agentic Risk": Why traditional security tools fail against AI-specific threats like prompt injection, data leakage, and rogue agent behavior.

2. The Five Pillars of AI Security Architecture (40 Mins)
Defining the security boundaries: AI Usage Control, Non-Human Identity/IAM, Red Teaming, Runtime Security, and Agent Observability.
How Cisco AI Defense creates a unified platform across these pillars, ensuring seamless integration with cloud, DevTools, and Security Ops.

3. Demonstration: Cisco AI Defense in Action (30 Mins)
Policy Studio Deep Dive: Configuring adaptive, context-aware guardrails for unique enterprise use cases.
Red Teaming Simulation: Showing the transition from manual, time-intensive testing (11+ weeks) to rapid, automated model validation.

Runtime Enforcement: Live observation of blocking malicious inputs and agentic anomalies in real-time.
Integration View: How runtime events flow into Splunk for unified SOC visibility.

4. Building Your Managed AI Security Practice (40 Mins)
Service Catalog Design: Mapping the 12 key managed services (from pre-planning assessments to recurring production monitoring) to your GTM model.

Pricing & Profitability: Understanding the consumption-based pricing model (Governed Assets, Validation Tests, and Guardrails) to build scalable, high-margin service offerings.

Targeting the Buyer: Matching service packages to specific personas (CISO, AppSec, SOC Manager).

5. Pitching, Objection Handling, and Business Outcomes (40 Mins)
Value-Based Selling: Translating technical features into business outcomes (compliance readiness, faster time-to-market, risk reduction).

Objection Handling: Scenario-driven exercises to address "speed vs. security" concerns using real-world financial services and SaaS industry examples.

Quantifying the Value: Using the Red Teaming Cost Savings calculator to demonstrate a ~$2.7M annual ROI to the customer.

6. Q&A and Next Steps (10 Mins)
Accessing the Partner enablement resources, POV templates, and sign-up pathways for Cisco Cloud Control.