As cybersecurity strategy and management garners more attention from the c-suite, VARs succeed when selling an integrated security platform that costs less and is easier to manage than an assortment of point solutions. This is due to the fact that customers are consolidating to: narrow the pool of vendors they manage, streamline their security processes and cut costs around deployment and ongoing maintenance contracts.
VARs are always looking for opportunities to position themselves as trusted, strategic advisors and elevate the security discussion to higher levels of management. To effectively align with the CISO, VARs need to focus on the big picture.
CISOs are looking for turnkey solutions that address all aspects of data security – this is why it’s difficult for VARs to garner the attention of the CISO when selling individual point solutions. With enterprise networks growing larger and more complex, organizations are moving from point solutions to consolidation with the intent of addressing issues around interoperability, scalability and security gaps.
As cybersecurity strategy and management garners more attention from the c-suite, VARs succeed when selling an integrated security platform that costs less and is easier to manage than an assortment of point solutions. There are several reasons for this.
First, customers are consolidating. Security leaders are looking to narrow the pool of vendors they manage, streamline their security processes and cut costs around deployment and ongoing maintenance contracts These critical advantages build a stronger business case for the CISO to advocate internally for security budgets.
In addition, point products that focus on one problem have created major obstacles in security management and operations, in sourcing talent to wield these products and, most importantly, in comprehensive visibility of the attack surface. Lack of communication and integration between various vendors and their technologies have created disconnected environments. This makes it difficult to pull together the intelligence needed to understand security status, preemptively strengthen defenses or respond quickly to an emerging threat or ongoing attack. Integrated solutions tear down these data silos and ultimately power a holistic security program.
For VARs, integrated security platforms not only reflect the undisputed direction of the market, they also provide the opportunity for upsell while delivering better security protection, more cost-effective deployment and simpler, ongoing management to their customers.
When working with channel partners, the last thing a VAR wants is to be positioned as selling a commodity product. To avoid this, they need opportunities to add unique value. They also need products that support long-term account growth, including year-over-year increases in recurring revenue. An integrated suite of products accomplishes both.
For customers, migrating to an integrated security platform helps eliminate issues around interoperability, scalability and security gaps. They also achieve better security at lower cost with less organizational impact.
Integrated security platforms empower VARs to close the sale by enriching their service offering and elevating the security discussion to decision makers and budget holders. It’s a win-win all around.
