By Gennifer Biggs, Business Solutions magazine.
When solutions provider Data Integrity Services talks to customers about security — which it does at every turn — it doesn't depend on the shock-and-awe approach. Rather than flood the customer's mind with threat analysis, firewall statistics, or other technical talk, the solutions provider focuses on education — and the occasional vulnerability assessment — to make the sale. Often that education revolves around compliance mandates from the federal government. Then, once an effective security solution is in place, the VAR finds it is easy to build an ongoing relationship with that customer — they've already won the customer's trust — and that can turn into other valuable IT projects.