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Lead off with security

March 31, 2017

Lead off with security


How does your sales pitch go? Years ago, you could win business by focusing your sales pitch almost entirely on the brand, speeds and feeds of the products you sold. Those days are pretty much gone with solution-based selling now being the main focus. Rather than talking about the products you sell, you ask probing questions to understand your customer’s business, uncover their needs and then build a solution that addresses those needs, which could be unique for every customer. That said, there’s one offering that should be a part of every one of your solutions—security.

Criminals focused on hacking, spreading ransomware and general mischief have been busy, and no one is safe. Indeed, every one of your customers has valuable data that needs protection. If you have customers in retail, banking or healthcare, you’re well aware of security thanks to the very strict guidelines that exist to protect their data. However, even if your customers aren’t in those verticals, they have data that’s critical to their business. Corruption (via ransomware encryption) or loss of something, like a customer database, inventory list or service schedule, can cripple or destroy an organization depending on the timing and scope of the attack. Gone are the days of paying small ransoms to unencrypt your files. Criminals know that all data is valuable, so they’re now charging thousands to get it back. You don’t want your customers in this position.

Here are 5 things you should consider to protect your customers:

1—Perform network assessments. Products exist that allow you to analyze customer networks (once or on an ongoing basis) for holes in security.

2—Offer malware protection. Provide your customers with the latest antivirus and malware protection that’s effective at identifying and stopping cybercriminals before they attack. Additionally, many of today’s malware solutions have roll-back functionality that allows you to revert a machine to a last known “safe” state should your customers be hacked.

3—Offer firewalls and intrusion-detection solutions. Not only can hardware and software-based solutions keep the criminals out, you can also ensure data isn’t being leaked from within.

4—Offer backup and disaster recovery (BDR) services. If all the above fails, you don’t want to be in the position of having to tell your customers that their data is lost. Savvy solution providers offer BDR services that can immediately restore lost data from local stores or from the cloud.

5—Educate your customers. Many infections occur due to unsuspecting employees who fall prey to phishing attacks. You’ll never be able to prevent this entirely, but educating users can dramatically reduce the chances.

The need for security will never go away. More likely, the need will increase as criminals are working just as hard as the vendors they’re hoping to overcome. Regardless of what you’re offering your customers today, make security the center of that solution.