SaaS as a security investment

Failure to invest can be a false economy when it comes to security

Callacher: SME security is not just about the perimeter and the infrastructure any more

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