Many IT sales professionals shy away from selling cloud security due to its complicated, intimidating, and confusing nature. However, those willing to invest a little time to understand a few basic concepts can capitalize on the next big wave coming in the cloud landscape.
Let me start off by saying my expertise in security is relative. In many circles, I am considered an expert, but I surround myself with a number of Security Engineers, and I quickly default to listen and learn mode. I had very little IT experience when I was hired by Ingram Micro Cloud in 2008 so the “listen and learn” technique is something I have mastered over a successful sales career where I have sold many security solutions.
Since my time selling in the cloud, security has been one of the major focal points. Many question the security of the cloud. I argue that in many respects the cloud provides a vehicle for companies to become more secure. Now, with the economics and business modeling of cloud, solutions previously only affordable for enterprises are now available for the SMB and mid-market. In this article we will review the aspects of cloud security, so that a sales professionals such as yourself can capitalize, identify, and become more comfortable with the opportunities available on the market.
First, we’ll cover solutions applicable to businesses of every size, such as endpoint security, which is the security service that installed on “endpoints” like servers, desktops, laptops, and mobile devices like tablets and phones. Endpoint security solutions installed on devices and hardware include antivirus and malware protection. Typically, companies of all sizes and verticals will have a solution for endpoint security in place.
Email and web security are also fundamental to every organization’s security posture. Due to their simplicity many don’t take the potential threats and dangers seriously enough to consider using email and web security.
Most emails are harmless, but some contain attachments or links to websites which can inflict serious damage. According to a report from the United States Computer Readiness Emergency Team, many malicious software exploits target productivity applications and Internet browsers. Therefore, it is important to present your customers with email and web security solutions with anti-spam and anti-phishing components. Adding these features prevents malicious emails from reaching your organization and penetrating your network. Malicious code is also embedded in websites, sometimes unbeknownst to the owner. To protect against this, organizations should implement web and URL filtering to protect their users from becoming infected. For your customers with public facing websites, solutions protecting them from DDoS (Distributed Denial of Service), XSS (Cross-Site Scripting), and SQL Injections are helpful as well.
Join us tomorrow for Part 2 where we take a more granular look at selling security solutions.
Field Technical Consultant