|
|
|
02 Nov 2009
SMEs may not be spending so much on security, and some are turning to open source to reduce capex. Security may be seen as just another tick and open-source products appear a low-cost alternative.
Such reliance on open-source firewalls or anti-virus and default security options is a false economy as they focus on perimeter security, failing to address the growing threat of data loss within the network.
Security is only ever as good as the latest update or the level of support, and this is what truly differentiates the channel.
Overall awareness of IT security remains high. Most businesses consider it
when deploying IT, so the opportunity to sell security as part of a deal is
there.
SMEs are also failing to recognise the risks of information loss, opening up
consultancy opportunities.
Channel firms must highlight that SME security is no longer just about securing the perimeter and the infrastructure. The focus must shift towards securing data.
No matter the size of a customer business, the key threat remains. A significant proportion of UK businesses cannot monitor data leaving the network.
It is time for the channel to push the message of data loss prevention and to start selling software-as-a-service (SaaS). The interest in buying IT as a service is encouraging because it saves capex and provides a pain-free, ongoing option.
For resellers and vendors alike, security SaaS is a major opportunity to
protect SME customer information and generate potentially lucrative security
revenue.
Security need not be a big-ticket item, but the opportunities continue to grow
for the vendor and the reseller.
If partners work more closely with their customers to deliver the ongoing support that smaller businesses need, longer-term relationships can be established to drive annuity streams.
And these opportunities do not just exist for security resellers. Those with a wider focus can also make more money by partnering strategically.
Ed Callacher is security division director at Bell Micro
Related articles
In this video find out about the fast-growing Chinese vendor's plans for market domination and how the channel is its route of choice
Find out what gifts Acer has in store for partners for 2012 in this exclusive roundup of its recent conference
CRN's premier networking event is back on 17 May at the Ricoh Arena
Date: Thu 17 May 2012
Channel fighters preparing to square up once more on 24 May
Date: Thu 24 May 2012
The proliferation of endpoint devices within the enterprise has highlighted the shortcomings of one of the traditional approaches to data security
This Forrester report compares the costs and benefits of legacy email and productivity software with Google Apps
Dave discovers that rozzers are seemingly living in the technology dark ages
Mark Needham, founder of distributor Widget, argues that John Browett leaves for Apple with Dixons in better shape than when he arrived
|
|
|
Do you agree?
Have your say