Security: Selling without stalemates

While security as a term is all pervasive - all software and even a lot of hardware has to have some element of security tied-in - in the mind of the customer, it might mean anything from protecting mobile access to data to anti-virus, from cloud data compliance to anti-hacking and malware protection.

How to sell a concept as broad as this, while establishing the true nature of the client’s real issues is one of the key skills the channel has to understand, as is the need to raise the appropriate level of concern without scaring the customer into immobility and sticking with extremely conservative solutions.


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