Telarus Cybersecurity Assessment Software Latest in TSB Tools Arms Race

Telarus unveiled a cybersecurity assessment resource as the first of a series of white-labeled engineering tools for partners.

The Utah-based technology solutions brokerage on Tuesday announced the SolutionVue suite and its Cybersecurity Quick Solution Assessment (QSA) module. Partners use the tool to query customer prospects with responsive questions about their cybersecurity posture. The tool generates a recommended action plan outlining best practices and potential vendor fits.

Telarus will be adding modules in six other categories by the end of the year in addition to cybersecurity: network, UCaaS, CCaaS, cloud, IoT and miscellaneous. SolutionVue marks a return to customer-facing software from Telarus, which launched as a software company in 2002. And Telarus executives say the cybersecurity assessment tool will help partners position themselves as consultative sources for their clients.

Telarus’ Patrick Oborn

“It’s a tool they use to not only get really good information and have conversations in areas where they might not have felt comfortable prior. But to actually have a guided sales process where they don’t have to shy away from the cybersecurity conversation anymore,” Telarus chief operating officer Patrick Oborn told Channel Futures.

The Channel and Security

Many partner firms in the technology advisory space have been attempting to adopt cybersecurity to their sales portfolio. But for many of them, the learning curve is steep. Oborn said many agents started their businesses with a specialization in long distance or network. Despite attending a myriad of cybersecurity trainings from vendors and TSBs, many partners lack confidence when the rubber meets the road, Oborn said.

Telarus’ Adam Edwards

“We’ve found that many advisors struggle to find the right words and questions to pose to a client when they’re addressing a technology solution that they don’t have a great deal of experience selling,” Telarus CEO Adam Edwards said.

Jerry Goldman, CEO of Select Communications, said inexperience and a lack of confidence have held partners back from engaging in cybersecurity conversations with clients. They could be intimidated about talking to an IT person who knows more about cybersecurity than them. They could also be dealing with a client who knows nothing and completely relies on them for knowledge.

Select Communications’ Jerry Goldman

“[SolutionVue] takes a conversation that was very uncomfortable to have for our sales team and makes it makes it not only comfortable, but makes us sound like experts,” Goldman told Channel Futures. “If I’m working at a large company, and I’m going to engage a trusted advisor or consultant, they better know what they’re talking about.”

Starting with the Customer

Moreover, Oborn said the tool lets partners take a customer-focused, rather than vendor-focused approach to sales. The intake form queries customers about their regulatory context as well as their current approach to protecting their network, data and employees. The tool produces a word document that provides multiple recommendations for the client.

The output document also provides a list of vendors that meet criteria provided by the customer. Goldman said this feature saves the partner time in weeding out…