How To Sell IT Security Services To Your Customers2:00 PM EST Thu. Feb. 09, 2012
Data breaches leave customers vulnerable and businesses exposed. Businesses want to secure their environment and are willing to spend money to do it. Fresh from our Channel Voices blog, here are seven ways solution providers can sell IT security services to their customers.
ISPs and IT solution providers can differentiate themselves by stressing their security capabilities. President and CEO of Wedge Networks, Dr. Hongwen Zhang, offers advice on how solution providers can position security advantages as a selling point to their customers. With more than two decades of high-tech leadership experience, Dr. Hongwen Zhang is a co-inventor and holder of several patents in computing and networking; his company provides high-performance network-based Web security solutions to enterprises and service providers worldwide.
It's the human error that is the hardest to predict. Sometimes systems are compromised intentionally, and other times accidentally, from within an organization. That's a tough pill to swallow. In this blog, Jeff Schmidt, founder and CEO of JAS Global Advisors, discusses how IT solution providers can help their clients get their customers' information under lock and key and prevent cyberattacks.
With network activity steadily on the rise, IT solution providers are constantly working to guard customers against rapidly multiplying threats. Here are some tips from Patrick Sweeney, vice president of product management and corporate marketing at SonicWall, for evaluating and selecting next-generation firewalls for customers.
Consumers and companies today rely on the Internet to not only conduct business, but also to buy and sell personal items, manage schedules, friendships and family interactions. Such always-on presence exposes everyone to scams and other digital exploits that were unimaginable only a few years ago. Fixing a breach and dealing with its consequences are costly and time-consuming. Brenna Lenoir, marketing manager of TeleSign, discusses intelligent authentication via the phone to protect consumers from being stung by online fraud.
Although mobile malware is still nascent, the number and the severity of the threats have been growing exponentially during the past few years and are showing no signs of relenting anytime soon. Threats can be found on Web sites or within search results, e-mails, seemingly innocuous downloads, text messages and insecure public Wi-Fi hot spots. Currently, the most common method of infection is via app installation. AppRiver's Troy Gill, security analyst, takes a look at the most common types of infections and how IT solution providers can guard against them and secure mobile devices.
Firewall audits can help prove how secure a network actually is -- as opposed to how secure your customer thinks it is. They also help prove you have been doing your due diligence in reviewing your security controls and policy controls should you ever need to respond to a lawsuit, breach or regulatory issue that may call a customer's security standards into question. Here, Michael Hamelin, chief security architect at Tufin Technologies, a provider of network security solutions, discusses the importance of the firewall audit and how to get one done.
Customers' data is out there in the cloud. Although solution providers might now own the hardware, or run the data center, that data is still, ultimately, the IT solution provider's responsibility. That's a lot of risk to be carrying without much ability to directly manage it. Building a robust governance, risk and compliance program is among the most important parts of creating a cloud security strategy. Ben Tomhave, principal consultant at LockPath, a provider of GRC applications, discusses how to effectively and safely manage customers' data in the cloud.