How to Build an Effective Cybersecurity Practice

Cybersecurity Employee

…areas of security which your sales team is comfortable selling.  For instance, if you invest in IAM and security information and event management (SIEM) solutions, but your sales team only knows how to sell network equipment and storage, it will be hard to get your security practice off the ground. Maybe instead you should focus on network security and data security, which would align better with your sales skills. Otherwise you are swimming upstream.

CP: How do you know if your security practice is effective?

AR: You know you have an effective security practice in several ways. First, your sales team will be able to pitch your solutions without the crutch of your security leaders or the presales team. Second, your customers start calling you when they encounter a cybersecurity incident. That means your brand messaging is working. Third, you know you are successful when you achieve your financial targets and have a healthy monthly recurring revenue stream from security solutions.

CP: What do you hope attendees learn and can make use of from your session?

AR: I’m hoping that partners walk away from my session emboldened with starting a security practice if they don’t have one, or advancing their practice to the next level with an investment in a new type of managed service or area of security. Sometimes the fastest way to get to the other side of the lake is just to jump in and start swimming.

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