Secrets to Successful Cybersecurity Sales


… solution providers, especially in the SMB space, to transition to a managed-services model, moving to higher-margin recurring revenues as opposed to traditional hardware sales.

LE: I believe SSL inspection may be one of the biggest security services that [is] missed by consultants. We see on average more than 50 percent of traffic at an SMB client being SSL traffic. If you are not inspecting it for viruses, malware, etc., then you are not protecting the network and client. We see often that this feature is not enabled or in fact not supported by the existing vendor.

CP/CF: What do you hope attendees learn and take with them from this discussion?

PD: We want the reseller to leave with an understanding of the scope of the cybersecurity opportunity and learn some concrete ways VARs can attack that opportunity and profit from it. They’ll take away some firsthand best practices on what solutions are appropriate for what verticals, how to create a comprehensive and layered solution for each customer, and how to bring those solutions to market effectively. We’ll be speaking with real-world MSPs and IT consultants about their experiences, including what kind of partner enablement is available to help those VARs continue to take advantage. Solution providers need to know they’re not on their own in navigating this complicated but potentially lucrative market. Vendors and distributors are working to create enablement programs to educate them on their options, making it easier to successfully leverage opportunities like cybersecurity.

LE: I hope that attendees will take away that security is on many different levels, and having the knowledge of different offerings to add to their security belt will help improve what they can do for their clients.

Pages: Previous 1 2

Leave a comment

Your email address will not be published. Required fields are marked *

The ID is: 97299