AT&T Cybersecurity – Public Sector Success Story
During my tenure at AT&T Cybersecurity, I experienced significant success working with the Public Sector Team, particularly within the states of Texas and Oklahoma. To replicate and scale this success across additional customers, I developed a high-level architectural diagram that mapped all cybersecurity products and services available under the AT&T Texas DIR contract.
This visual framework demonstrated how various AT&T offerings could be integrated into a customer’s existing network environment. When paired with the Managed Threat Detection and Response (MTDR) architecture, the diagram became a powerful sales enablement tool. It provided the sales team with a clear, consultative approach to positioning complementary services, unlocking numerous upsell opportunities.
This strategic approach supported a “land and expand” sales cycle, typically resulting in up to 300% growth in cybersecurity spend per customer over a three-contract period. Furthermore, by aligning service deployment with customer fiscal years and ensuring continuity through staggered implementation schedules, we were able to extend contract durations from the standard 1–3 years to up to 10 years — with new services introduced and adopted each fiscal year.
Circuit Based Services
Cybersecurity Based Services
Conclusion
The “All-In-One” architecture diagram evolved into a highly productive tool for sales and technical sales teams at every level. It played a key role in introducing, explaining, and demonstrating the value and breadth of AT&T Cybersecurity Managed Services to customers. One of its most impactful features was its customizability—the diagram could be quickly adapted to mirror a customer’s specific network environment, making the solution feel tailor-made. This personalized approach not only enhanced customer engagement but also reinforced the perception of AT&T as a strategic partner, not just a vendor.