At last week’s EDGE Conference in Key Largo, David McNicholas, Director of US Strategic Business Development for Comstor, spoke with Comstor partners and Value Added Resellers (VARs) about security offerings and the best way to approach end customers.
McNicholas said that while technology is obviously critically important to every security offering, it isn’t the only factor in the equation. “We are still seeing an over-index and focus on technology, but that is only 40 percent of what one needs to do to secure a network,” he explained. “A Risk Management Program that is made up of many elements in addition to technology is what is truly needed.”
He went on to say that during the EDGE Conference, he found that there is a lot of excitement around security. “Resellers are willing and have a great desire to get into security, but they hit the gas and brakes on at same time,” he said. “They want to create an offering, but are realizing that their salesforces want education on the fundamentals of security to ensure they can approach end customers knowledgably.”
He said this appetite for education is a strong sign, and Comstor offers the Comstor Security Initiative to take that education to the next level by educating VARs on how to create a total security solution that covers people, processes, technology and facilities.
Interested in learning more? McNicholas outlines the best way to approach end customers with a security offering, how to create a culture of security at an organization and how Comstor creates support for security for its partners and VARs. Listen to Nicholas’ entire Rise Above Technology podcast here.
