Partners Learn to Sell Secure Remote Access

Jason Ness is CEO of CommandLink. He cautioned partners about using the term “secure access service edge” in front of customers.

But Ness said if partners can learn to properly articulate the value proposition of secure remote access, they stand to profit.

“Customers buy what they understand. Partners sell what they understand. SASE is confusing with too much jargon: SASE/CASB/SWG/ZTNA/NGFW/DLP/UEBA/SDP. Customers pay to solve problems and user security is a problem. The pandemic fueled remote access and businesses scrambled to use what they already had. 2022 should be a good mix of people coming off remote access VPN and IT having time to take on a new project. Partners can help customers by keeping it simple, showing the security problems with their current ‘remote access’ and how the business can secure their remote access (SASE) and improve user performance.”