Why Security Is the Simplest Sale


WTG's Julie Dzubay

**Editor’s Note: Read our list of 20 top antivirus software providers offering products and services via channel partners.**

By Julie Dzubay, VP of Sales Operations, WTG, and Channel Partners Editorial Adviser

Security, simple? Before you start commenting on every social-media platform that I don’t know what I am talking about, let me explain. While defining and implementing a security solution for a client is an extremely complex process, there’s no reason you can’t initiate the security conversation.

Need some stats to get you in the door? A recent SonicWall midyear update to its 2018 Cyber Threat Report revealed a dramatic increase in cyberattack volume. SonicWall Capture Labs threat researchers recorded almost 6 billion malware attacks during the first two quarters of 2018. At this same point in 2017, SonicWall logged fewer than 3 billion. Ransomware is up 229 percent so far this year, and the security supplier says cryptojacking – botnets that harness unsuspecting victims’ compute power to mine cryptocurrency – is taking off.

Meanwhile, a new report by analyst firm GlobalData shows that companies globally spent a combined $114 billion on security products – both hardware and software – and services in 2017. By 2021, that figure is expected to exceed $140 billion, representing a compound annual growth rate (CAGR) of 6 percent. Spending on services accounted for 68 percent of total spending in 2017, and this share will remain relatively steady through 2021, despite the CAGR of the services segment being outstripped by that of products, according to GlobalData.

Statistically, 80-plus percent of the businesses we talk to indicate that their focus on security today is either moderately or significantly higher than in the past, and they expect that to continue over the next two years.

If you haven’t yet started the discussion about security best practices with your client base, here are a few ideas to get you started.

Use publicly available data to your advantage: Sites that IT and channel pros frequent, like Channel Partners and its sister site Dark Reading, have constant news about emerging threats — cyberattacks, hacker collectives, breaches, ransomware, adware and more; however, don’t assume that your clients see this coverage. They’re busy reading up on information directly relevant to their businesses and expect you to be monitoring trade news and curating the information relevant to them.

For example, Dark Reading just reported that the SANS 2018 Survey on Endpoint Protection and Response showed that traditional tools are simply no longer sufficient to detect cyberattacks targeting endpoints. The data shows antivirus systems detected endpoint compromise only 47 percent of the time. To really detect these attacks, customers need newer tools, such as endpoint detection and response platforms like those available through partners from suppliers like Cylance or CounterTack. SANS is a trusted, independent authority, so use stories like this to your advantage. Send an email to your client base with the current news headline and state: “Even if you haven’t found a breach, it’s likely that one of your endpoints is infected. Give me a call to talk about options available to assist you in increasing awareness.”

Remind them that “compliant” doesn’t equal “secure,” but it’s a start: GDPR has been all over the news, but regulations including HIPAA, PCI, FISMA and SOX, as well as state-level laws, are also affecting customers. Look at which verticals you serve, determine which regs are important to these customers, and use well-publicized stories of big fines to open the discussion about compliance audit prep, a service you can partner up to deliver. Then pivot to …

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