A No-Nonsense Approach to Security
Being aware of the risks
Barely a day goes past without a new security attack being reported, with each and every attack apparently more malicious and potentially damaging than its predecessor. These issues can affect business operations, impact profit and reduce staff morale. Above all, attacks like these can limit a company’s ability to protect and store large volumes of sensitive information held electronically and put them at risk of failing a whole host of legal and industry requirements.
Finding the right solution
At a time when IT budgets are stretched and considering the implications that additional costs and a rise in security threats have for businesses, it is vital that resellers set themselves up to become more security savvy and better placed to protect the systems they sell. To do this, there are four key issues they need to consider:
1. Price
In the current climate, getting value for money is of upmost importance to end-users and resellers. However, it’s not always the big brands that represent the best value for money. Putting this into perspective is an example of Sony and its position in the UK television market. Until recently, Sony had been the desired brand for many and the company sold its products at a premium price owing to the strength of the brand. However from a technology perspective, alternative providers such as LG and Samsung are equally as attractive and also represent better value for money. The same trend is beginning to be mirrored in the security industry and companies need to realise that they don’t need to pay over the odds for high quality and reliable goods and services.
2. Licence flexibility
Companies need to be confident that despite the economic outlook, they will not be asked to pay more than the price they agreed upfront. This is especially true in the case of license fees and renewals. Our advice is to look for suppliers that offer a one-off fixed licence fee – rather than one based on a subscription or ‘cost per user’ basis. This way companies can avoid being asked unexpectedly to pay over the odds for the agreement they signed up to.
3. Future-proofing
As previously noted, there has been a dramatic increase in the precedence and occurrence of the tools and tactics used by hackers to break into or infect computers – albeit personal or professional. It is difficult to predict where the next security threat will come from and with this in mind, companies need to be confident that their supplier is one step ahead and has the solutions in place to protect against current, as well as future threats.
4. Taking a consultative approach
When resellers partner with a vendor it is important that they have adequate support and consultation available to them. Resellers need to be confident that their vendors have the back-up and support systems in place so that they can call on them for help and advice when they need to. Equally, vendors need to make sure they go the extra mile to build and maintain strong relationships with their resellers from the outset. It is vital that vendors understand the dynamics of their channel partners’ businesses and are well-placed to resolve issues and enquiries as and when they arise. To maintain solid channel relations vendors should visit their partners’ workplaces at regular intervals to make sure they understand their business culture and the nature of problems they may encounter.
The move towards awareness in the market
The rise of security threats and attacks is clearly a complex issue for all organisations. However, at a time of worldwide uncertainty, resellers should not be encouraged to panic at each and every attack which hits the headlines. In turn, they should take steps to reassure their customer base. As we have seen, there are a number of considerations that businesses and resellers need to address to make sure they have the right systems in place.
Resellers need to look to partner with a provider that matches their needs and who has the safeguards in place to prevent their systems from being affected. In today’s competitive marketplace resellers need to make sure they are building a security portfolio based on price, credibility and the technology provided, and not purely on market positioning or vendor reputation. Following this approach will help you stand out from the crowd and ensure you are going the extra mile to serve the needs of your customer base.
