April 24, 2006
If you’re trying to show new customers why your security smarts are valuable, take along a copy of this recent article from CSO Magazine. It makes the case that small and midsize customers can gain a lot from relying on VARs’ knowledge of security best practices. Here’s a quote from James Browning, VP in Gartner’s Small and Midsize Business Research Organization:
“Networking and security are two prime areas where [small and midsize businesses] buy those products and solutions and services through a VAR, because a) they don’t have the resources to install, deploy and manage it [all], and b) most of these projects are more complex than the staff can handle on their own.”
You already knew this, of course, but it helps to see it in black & white (or in bits & bytes), and especially since the article’s geared towards your customers.
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