A tailored course, built for your situation
Mastering OWASP for SMB Sales Leaders in Secure Software Environments
Confidence in guiding technical discovery and security conversations with engineering teams and prospects.
$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.
Losing deals to security reviews that started too late or weren’t shaped by sales early enough.
The situation this course is for
Sales cycles stall when security concerns emerge late from engineering teams unfamiliar with OWASP standards. Without direct input, reps defer to technical validators, delaying consensus and weakening positioning.
Who this is for
SMB Sales leaders at tech companies selling to developer-heavy teams, where security alignment accelerates technical evaluation.
Who this is not for
Enterprise account executives focused on procurement or non-technical buyers; individual contributors without influence on technical evaluation criteria.
What you walk away with
- Structure pre-discovery calls using OWASP-aligned questions that surface risk early
- Shape technical evaluation checklists with direct reference to OWASP Top 10 controls
- Contribute directly to internal security roadmap discussions without escalation
- Lead joint workshops with prospects on application threat modeling using OWASP ASVS
- Justify security differentiation in renewal and upsell conversations with evidence-backed narratives
The 12 modules (with all 144 chapters)
Module 1. Understanding OWASP and Its Role in Developer Trust
Foundational knowledge of OWASP’s mission, community structure, and influence on modern application security standards.
12 chapters in this module
- What OWASP is and why developers trust it
- OWASP Top 10 vs ASVS vs Cheat Sheet Series
- How security tools reference OWASP standards
- Developer expectations during vendor evaluation
- Security debt as a sales blocker
- Mapping OWASP principles to product capabilities
- When engineering teams invoke OWASP
- Building credibility through shared language
- Common misconceptions about OWASP compliance
- Security champions and their influence
- Using OWASP documentation in discovery
- Tracking updates to OWASP lists
Module 2. OWASP Top 10: Structure and Sales Implications
Break down the current OWASP Top 10 risks and map them to common objections in technical sales cycles.
12 chapters in this module
- Injection flaws and how they delay sign-off
- Authentication failures in SaaS onboarding
- Misconfigurations in default settings
- Access control gaps in role design
- Cryptography pitfalls in data handling
- Vulnerable dependencies and vendor scrutiny
- Insufficient logging during audits
- Server-side request forgery risks
- Security missteps in CI/CD pipelines
- Business logic flaws in self-service flows
- How prospects benchmark against Top 10
- Translating risks into business impact
Module 3. Security Conversations That Keep Deals Moving
Frame proactive discussions around security posture that position you as a trusted advisor, not just a vendor rep.
12 chapters in this module
- Opening questions for security discovery
- Identifying security champions on prospect teams
- Asking about OWASP alignment without overstepping
- Responding to 'Do you follow OWASP?'
- Using public exploit data in positioning
- Avoiding overpromising on compliance
- When to loop in security specialists
- Building trust through transparency
- Documenting security commitments
- Handling third-party audits gracefully
- Translating findings into roadmap input
- Positioning incremental improvements
Module 4. Shaping Technical Evaluation Criteria
Learn how to co-create evaluation checklists that include OWASP-relevant controls, giving you influence over scoring.
12 chapters in this module
- Influence without authority in technical reviews
- Aligning product strengths with OWASP controls
- Adding security questions to RFPs and RFIs
- Proposing evidence formats that developers accept
- Using OWASP ASVS levels in vendor comparisons
- Differentiating based on test coverage
- Demonstrating secure development lifecycle
- Sharing internal pen test summaries
- Mapping features to control objectives
- Scoring systems used by dev teams
- Addressing legacy system gaps
- Maintaining momentum post-assessment
Module 5. Direct Input into Roadmap Discussions
Establish standing to contribute to internal product roadmap planning based on field insights tied to OWASP expectations.
12 chapters in this module
- When sales should shape security priorities
- Documenting recurring customer requests
- Escalating pattern-based feedback
- Using OWASP benchmarks in prioritization
- Presenting security trends from prospect calls
- Recommending tooling investments
- Requesting engineering resources for gaps
- Tracking roadmap commitments
- Aligning with security teams on messaging
- Measuring adoption of new controls
- Reporting outcomes back to prospects
- Building cross-functional credibility
Module 6. Managing Third-Party Security Assessments
Navigate audits and questionnaires with confidence, ensuring timely and accurate responses that reflect real progress.
12 chapters in this module
- Common formats: SOC 2, ISO 27001, vendor forms
- OWASP references in assessment criteria
- Preparing for developer-led reviews
- Gathering evidence from engineering
- Responding to control gaps honestly
- Using compensating controls effectively
- Leveraging automated scanning results
- Documenting exception processes
- Setting expectations for remediation
- Tracking assessment timelines
- Sharing outcomes across teams
- Improving for next cycle
Module 7. Running Joint Threat Modeling Workshops
Lead collaborative sessions with prospects focused on identifying risks using OWASP methodologies.
12 chapters in this module
- When to propose a joint workshop
- Setting goals with technical stakeholders
- Using DREAD or STRIDE models
- Mapping flows to OWASP Top 10
- Identifying highest-risk components
- Prioritizing mitigation efforts
- Documenting decisions and actions
- Sharing workshop outputs securely
- Following up on commitments
- Scaling workshops across accounts
- Measuring impact on deal velocity
- Building repeatable workshop assets
Module 8. Telling Compelling Security Stories
Craft narratives that turn technical updates into compelling reasons to buy , or renew.
12 chapters in this module
- From patch notes to value propositions
- Highlighting security improvements in messaging
- Using OWASP alignment as differentiator
- Avoiding fear-based language
- Tying fixes to real exploit data
- Measuring story effectiveness
- Tailoring stories by persona
- Including engineering in comms
- Reinforcing trust through transparency
- Repurposing stories across content
- Benchmarking against peers
- Updating narratives quarterly
Module 9. Building Repeatable Security Playbooks
Create field-ready templates that enable consistent, fast responses to security inquiries across your team.
12 chapters in this module
- Standardizing discovery questions
- Template RFP responses for OWASP
- Checklists for pre-sales reviews
- Internal escalation paths for gaps
- Documenting known vulnerabilities
- Updating playbooks with new threats
- Training new hires on security posture
- Sharing playbooks with partners
- Versioning and ownership
- Integrating with CRM notes
- Reducing response time metrics
- Maintaining accuracy over time
Module 10. Influencing Internal Security Investment
Use field insights to advocate for resources and improvements tied to OWASP best practices.
12 chapters in this module
- Gathering data from lost deals
- Presenting competitive benchmarks
- Estimating cost of inaction
- Proposing pilot programs
- Aligning with compliance timelines
- Partnering with internal security
- Measuring impact of new controls
- Securing budget for tooling
- Tracking executive attention
- Balancing innovation and risk
- Scaling improvements across products
- Reporting upward on progress
Module 11. Extending Influence Across the Customer Lifecycle
Apply OWASP-aware approaches beyond new sales , into expansions, renewals, and advocacy.
12 chapters in this module
- Security in upsell conversations
- Renewal alignment with compliance cycles
- Customer advocacy through transparency
- Sharing post-mortems as trust builders
- Inviting customers into beta programs
- Creating referenceable case studies
- Demonstrating maturity over time
- Linking security to uptime and reliability
- Expanding use cases through trust
- Reducing churn with proactive updates
- Building advisory boards
- Scaling influence across regions
Module 12. Sustaining Influence Over Time
Maintain relevance as OWASP evolves and developer expectations shift.
12 chapters in this module
- Tracking OWASP updates and releases
- Subscribing to community channels
- Participating in public discussions
- Updating internal knowledge bases
- Training teammates on shifts
- Aligning marketing with new standards
- Revising playbooks quarterly
- Measuring team readiness
- Benchmarking against industry
- Improving response quality
- Recognizing team contributions
- Planning for next major revision
How this maps to your situation
- Prospect discovery with developer teams
- Technical evaluation and scoring influence
- Internal roadmap planning input
- Post-sale expansion and renewal cycles
Before vs. after
Before
Security concerns emerge late, requiring escalations and slowing consensus. Sales teams defer to technical validators, weakening positioning.
After
Sales leads shape discovery agendas, contribute directly to roadmap discussions, and guide technical evaluations using OWASP-aligned frameworks , all without pre-approval.
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: Approximately 2.5 hours per module, totaling around 30 hours over 6-8 weeks when completed incrementally.
If nothing changes
Continuing to operate without direct influence in security conversations means missed opportunities to shape technical evaluations, slower deal velocity, and reduced credibility with developer stakeholders.
How this compares to the alternatives
Generic security awareness courses teach high-level concepts but don’t equip sales professionals to influence technical evaluations. This course provides actionable frameworks used by developer teams, focused on OWASP standards, enabling direct contribution to security discussions without needing technical credentials.
Frequently asked
Who is this course for?
SMB Sales leaders who engage with technical buyers and want to confidently discuss application security using OWASP standards.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will I receive a certification?
No , this course is designed for applied influence, not exam preparation. You’ll receive a completion credential from The Art of Service.
$199 one-time. Approximately 2.5 hours per module, totaling around 30 hours over 6-8 weeks when completed incrementally..
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