A tailored course, built for your situation
Mastering OWASP for Business Development Leaders in Enterprise Services
Turn security foresight into client trust and faster deal cycles.
$199 one-time
24-hour access provisioning
30-day money-back guarantee
Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
Technical procurement teams slow down deals when BD can't speak to application security risk confidently.
The situation this course is for
Mid-cycle stalls occur when business development lacks fluency in security frameworks like OWASP. Clients in regulated industries expect early clarity on risk posture, and silence or hand-offs damage momentum and credibility.
Who this is for
Senior business development lead in enterprise technology services, selling into regulated or security-conscious verticals. Works across technical and commercial teams to position service offerings. Needs to command trust without becoming a security engineer.
Who this is not for
Individuals focused solely on internal compliance, penetration testing, or security engineering roles. This is not a technical OWASP implementation guide for developers or AppSec leads.
What you walk away with
- Represent application security posture confidently in early client conversations
- Anticipate and address OWASP-related objections before they become deal blockers
- Collaborate more effectively with internal security teams to align on risk messaging
- Shorten sales cycles by reducing back-and-forth during technical due diligence
- Expand influence across client security, procurement, and integration teams
The 12 modules (with all 144 chapters)
Module 1. Understanding OWASP’s Role in Enterprise Sales Cycles
Establishes how OWASP awareness strengthens early-stage client trust and reduces friction in technical due diligence.
12 chapters in this module
- How client security teams use OWASP in vendor evaluations
- Mapping OWASP Top 10 to common procurement risk questions
- Why application risk comes up before contract negotiation
- Frequency of OWASP mentions in RFPs across financial and healthcare sectors
- Distinguishing between developer-level and executive-level OWASP fluency
- When not to dive deep into remediation timelines
- Recognizing when OWASP is a gate versus a probe
- The difference between citing OWASP and implementing OWASP
- Building credibility without overstepping into engineering scope
- Positioning Oracle Services as risk-aware, not risk-averse
- Common misconceptions BD teams have about OWASP severity
- How fast-moving clients expect risk context in first meetings
Module 2. Speaking to Risk Without Delaying Momentum
Teaches how to acknowledge security concerns while keeping sales conversations forward-moving.
12 chapters in this module
- Phrasing risk awareness without triggering escalation loops
- Using OWASP categories as conversation anchors not roadblocks
- Balancing transparency with time-to-value expectations
- When to defer versus when to clarify in technical objections
- Scripts for responding to 'Do you follow OWASP?' in discovery calls
- Aligning tone with client maturity levels
- Avoiding promises on patching timelines
- Framing known vulnerabilities as managed exposures
- Differentiating between architectural debt and exploitability
- Owning the narrative without owning the codebase
- Translating CVSS scores into business impact statements
- Preparing one-liners for common OWASP-related pushback
Module 3. Integrating OWASP Context into Solution Positioning
Shows how to weave security readiness into value propositions without diluting core messaging.
12 chapters in this module
- Linking OWASP controls to client compliance drivers
- Positioning secure development practices as differentiators
- Tailoring OWASP messaging for healthcare versus financial clients
- How much detail to include in executive briefings
- Using OWASP to justify premium service packages
- Connecting risk posture to integration timelines
- Embedding OWASP fluency in win themes
- Avoiding technical over-explanation in C-suite discussions
- When to involve AppSec SMEs in client meetings
- Creating alignment between BD and internal security teams
- Documenting risk narratives for reuse across accounts
- Measuring client confidence through reduced security follow-ups
Module 4. Navigating Technical Due Diligence with Confidence
Equips BD leads to guide clients through security checkpoints without ceding control.
12 chapters in this module
- Anticipating common OWASP-related questions in technical reviews
- Preparing for SIG and CAIQ questionnaires
- Understanding when OWASP findings are deal-breakers versus negotiable
- Responding to third-party penetration test summaries
- How to handle requests for remediation roadmaps
- Clarifying scope boundaries between Oracle and client responsibility
- Using maturity models to contextualize risk findings
- Differentiating between 'not compliant' and 'not secure'
- Preparing client-facing summaries of security posture
- Mapping OWASP categories to internal audit programs
- Knowing when escalation to product teams is necessary
- Setting realistic expectations for vulnerability resolution
Module 5. Collaborating with Internal Security Teams
Strengthens cross-functional alignment to ensure consistent messaging and faster responses.
12 chapters in this module
- Building trust with AppSec teams as a non-technical stakeholder
- Requesting security summaries without slowing engineering
- Creating reusable templates for client inquiries
- Scheduling proactive alignment before RFPs land
- Understanding the OWASP maturity of Oracle’s service offerings
- Asking the right questions of internal teams
- Translating engineering timelines into client-friendly language
- Documenting standard responses for common OWASP concerns
- Escalation paths for urgent client demands
- How to read a basic vulnerability report
- Recognizing when security findings require legal review
- Maintaining ownership of the client relationship despite technical gaps
Module 6. Positioning Services in Regulated Industries
Tailors OWASP fluency to high-stakes verticals where security scrutiny is non-negotiable.
12 chapters in this module
- Healthcare clients and their focus on data integrity risks
- Financial institutions and transaction security expectations
- Government contractors and baseline OWASP adherence
- How GDPR intersects with application layer security
- Explaining compensating controls when full remediation isn’t immediate
- Using OWASP to justify layered security investments
- Client-specific mappings of OWASP to compliance frameworks
- Aligning with NIST CSF where OWASP applies
- Handling audits that reference OWASP indirectly
- Preparing for client-led technical walkthroughs
- When to cite third-party attestations
- Avoiding overpromise on zero-day coverage
Module 7. Client Communication Frameworks for OWASP Topics
Provides structured approaches to discussing risk without triggering defensiveness.
12 chapters in this module
- Opening the risk conversation without derailing value discussion
- Using analogies to explain technical debt to executives
- Framing OWASP as a checklist, not a verdict
- Matching communication style to client culture
- Handling confrontational security leads
- Building rapport through shared risk awareness
- Owning the narrative even when outcomes depend on others
- Scripts for bridging technical and commercial priorities
- Using timelines to manage expectations
- Avoiding absolutes like 'fully secure' or 'no vulnerabilities'
- Explaining continuous assessment vs. one-time audits
- Closing discovery calls with clear next steps
Module 8. Managing Stakeholder Expectations Across Teams
Expands influence by aligning procurement, integration, and security stakeholders.
12 chapters in this module
- Identifying the real decision-maker in security objections
- Mapping stakeholder concerns to OWASP categories
- Reducing rework by anticipating cross-team questions
- Creating unified messaging across BD, legal, and security
- Handling conflicting priorities between procurement and engineering
- When to pause versus push through security stalls
- Using OWASP as a common language across functions
- Demonstrating responsiveness without committing to scope changes
- Tracking recurring objections to improve future positioning
- Building repeatable answers for integration risk questions
- Documenting stakeholder alignment for renewal cycles
- Positioning future upgrades as risk reduction milestones
Module 9. Accelerating Deal Velocity Through Risk Fluency
Turns OWASP awareness into a tool for faster client onboarding and reduced negotiation cycles.
12 chapters in this module
- Reducing time spent in technical due diligence phases
- Pre-loading risk context before RFPs are issued
- Using OWASP maturity as a differentiation point
- Comparing Oracle’s posture to competitors without naming them
- Creating client-specific risk summaries in advance
- Shortening approval chains with clearer documentation
- Demonstrating proactive security posture in proposals
- Avoiding last-minute security surprises in negotiations
- Leveraging existing certifications to reduce scrutiny
- When to offer third-party validation as reassurance
- Measuring velocity improvements across deals
- Building client trust that reduces audit demands
Module 10. Building Repeatable Client Narratives
Codifies proven language and structure for consistent, scalable client engagement.
12 chapters in this module
- Creating reusable risk response libraries
- Standardizing OWASP talking points across the BD team
- Training junior reps on appropriate risk communication
- Maintaining version control for security messaging
- Updating narratives as threat landscapes evolve
- Capturing client feedback to refine messaging
- Using templates without sounding robotic
- Balancing standardization with customization
- Integrating OWASP language into CRM records
- Measuring adoption of approved narratives
- Auditing client communications for consistency
- Scaling fluency across regional teams
Module 11. Handling Escalations and High-Pressure Situations
Prepares BD leads to maintain credibility when security concerns become urgent.
12 chapters in this module
- Responding to breach-related client anxiety
- Addressing zero-day vulnerabilities in active deals
- Managing requests for immediate remediation
- When to involve executive sponsorship
- Clarifying Oracle’s responsibility versus client responsibility
- Avoiding panic-driven concessions
- Using frameworks to depersonalize risk discussions
- Preparing escalation playbooks in advance
- Maintaining trust during prolonged resolution periods
- Reframing incidents as opportunities for collaboration
- Documenting decisions to protect future renewals
- Closing the loop after security issues are resolved
Module 12. Sustaining Influence Across Account Lifecycles
Ensures long-term credibility by institutionalizing risk-aware practices beyond initial deals.
12 chapters in this module
- Turning initial risk conversations into ongoing advisory roles
- Positioning for expansion opportunities through trust
- Using OWASP fluency in renewal negotiations
- Demonstrating improvement over time
- Sharing industry benchmarks to contextualize risk posture
- Creating client-specific risk dashboards
- Inviting clients into security roadmap discussions
- Recognizing when to transition to delivery teams
- Measuring client satisfaction with risk communication
- Reducing churn through proactive transparency
- Building multi-year narratives around security maturity
- Establishing BD as a long-term risk partner
How this maps to your situation
- Large enterprise sales cycles with multi-team evaluation
- Regulated industry procurement with compliance overhead
- Technical due diligence phases causing delays
- Cross-functional stakeholder alignment challenges
Before vs. after
Before
OWASP references in RFPs create uncertainty, leading to delayed responses and weakened positioning.
After
BD teams confidently address OWASP-related questions early, accelerating trust and deal velocity.
What's included with your purchase
- 12 modules with 12 chapters each (144 chapters)
- Downloadable templates and worked examples for every module
- Hand-built implementation playbook delivered alongside course access
- 30-day money-back guarantee
Delivery and format
- Course and learning environment access provisioned within 24 hours of purchase
- Hand-built implementation playbook delivered alongside course access
Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.
Time investment: 90 minutes total, designed for completion in a single focused session.
If nothing changes
Without structured OWASP fluency, business development risks losing momentum in technical evaluations, ceding influence to competitors who speak earlier and clearer on risk.
How this compares to the alternatives
Generic security awareness training lacks client-facing nuance. Internal compliance playbooks are too technical. This course bridges the gap with BD-specific OWASP fluency for enterprise sales contexts.
Frequently asked
Do I need a technical background to benefit from this course?
No. This course is designed for business development professionals who need to speak confidently about security risk without becoming engineers.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will this help with non-Oracle clients?
Yes. The principles apply to any enterprise client evaluating application risk, regardless of vendor.
$199 one-time. 90 minutes total, designed for completion in a single focused session..
Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.
30-day money-back guarantee·
144 chapters·
Hand-built playbook included·
Account access within 24 hours