By Marcella Mazzucca, Vice President of Global Marketing and Channels, ThreatTrack Security Inc.
In today’s complex and ever-evolving security landscape, traditional antivirus software must be viewed as a critical component of a comprehensive security solution that forms the foundation of a strong cyber-defense strategy. Understanding the sophisticated nature of today’s malware attacks and security breaches requires extensive knowledge and the ability to leverage tools that are not as seamless to deploy as an AV signature. As such, VARs and MSPs who demonstrate unique expertise and value when selling security solutions establish trust with their customers, which is key to building the long-term, profitable relationships we’re all pursuing.
However, many in the channel still believe that traditional security offerings are all that’s needed when tackling cyber threats. We therefore limit our ability to increase revenue or drive greater customer attach by elevating our security portfolio and our sales strategy.
The following are five keys to security sales success.
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