by Scott MacIntire, Director, Channel Enablement – Cloud Elements
As the internet of things (IoT) gains wider adoption and more devices share the network, your partners are going to see the expansion of the surface area (more devices) for the threat actors to attack. Every device in the network becomes an attack vector for these malicious actors. Your expertise on the network will be more important than ever to your customers. Not just provisioning and managing it, but securing it.
Security is also a great starting point for a discussion with your customers when you want to expand outside of selling the traditional network services. This conversation will get you into speaking about their compute infrastructure and allow you to provide the security solution your customers require. I find that once they trust you with security, they’ll trust you with the infrastructure as well.
Lack of Confidence Selling Security?
The channel understands the network and its complexity, but not everyone feels confident when it comes to network security. We are constantly bombarded with very confusing and scary messaging about cyber security. Fancy buzz words are the order of the day for the security industry. In order to gain the confidence in having discussions on security, find a few security partners and take the time to listen to their stories over and over again. Invite them to discovery calls with your customers.
Finding various providers and listening to them will help you make better sense of the the overall security story. You will pick up on the buzzwords, and you will see that while each one has a different way of protecting their customers’ environments, there are several themes that are consistent. Identifying how they solve those problems and understanding this should give you the confidence to have more security discussions.
Dealing with FUD
With cyber security, most providers often claim that you’ll get breached if you don’t choose their solution – injecting fear, uncertainty, and doubt. To get past that problem, you need to have some standard themes you are looking for in their product and services. The most important thing to look for is a clear proof of value for the solution. This is usually a dashboard that gives the customer operational visibility. It usually shows the number of attacks being stopped and the status of the environment’s devices. You should also look for a fully managed solution. The provider should have a team of experts monitoring the environment 24×7. Threat actors never sleep and neither should your provider. All of MicroCorp’s security providers bring these two capabilities, a visible proof of value, and 24×7 management to the table.
How to Handle Ongoing Challenges
Security is a never-ending game of cat and mouse. Threat actors are always adapting to the security vendors’ solutions. In order to increase – as well as retain – your knowledge of endpoint and security in general it’s important to be conversant in the basics. Jump on provider webinars. Subscribe to some cyber security blogs. Keep learning. These are the same fundamentals that have made you successful selling network solutions, and you should be confident that these best practices that help you grow on the network side will help your security business as well.
Looking for an Expert to Help You Get Answers?
If you’re looking for a master agent to help you approach security discussions with your customers, MicroCorp is your partner. Our team of experts will assist you, answer your questions, and bring the right providers to help you sell that deal. That’s a big differentiator. Contact us today for more information.