Up to 60 percent of security software can go unused in an organization, according to Trustwave’s new report “Security on the Shelf.” Osterman Research conducted the survey of 172 IT professionals revealing the startling discovery.
Why aren't companies using security software to its full extent? The short answer is…
- Many companies would rather have their IT personnel focused on non-security issues.
- Companies pay for security software, but don't allocate enough time for their IT staff to use it.
Let’s examine how an IT contractor can use this research in their sales strategy.
IT Consultant Sales Tips: Show Clients You Can Help Them Get More Value
From a business development and sales perspective, this new research has one obvious takeaway: if IT consultants can demonstrate to clients how to benefit more from software they're already paying for, they can greatly increase their own value.
In sales parlance, this is called finding your client's "pain points." Figure out what the client's anxieties are and show them that you can offer a solution. All small-business owners are worried that if they invest in new IT, it won't be worth the cost.
In order to close a sale, you'll need to show clients that you can help them get the most from their security software. Show that you're more valuable than other contractors because you know how to make use of security software and will help them avoid paying for software they hardly sue. (For more on IT sales, see "3 Sales Tips to Help You Avoid Becoming a Free Consultant.")
Why Businesses Under-Utilize Security Software and How You Can Help
Businesses often mistakenly think that data security is a one-and-done proposition. Just because a business owner pays for new security software and installs it, it doesn't mean their security is "updated." That's not how it works.
Security is a day-to-day activity. New software is useless if organizations aren't spending the time and resources to make use of it. So why aren't companies using their security software?
Many small business information technology employees complain that they simply don't have enough time to use the security features on their software that will allow them to monitor for…
- Suspicious activity.
- Malware attacks.
- Data exfiltration.
Their employers tell them to focus on other IT activities and security remains a low priority – even if businesses are spending more on it.
That's where your sales strategy comes into play. You'll need to show clients that in order to get the biggest return on their investment, they'll have to dedicate time to use the software in question. If you play your cards right, you'll have positioned yourself as the IT consultant who can help them…
- Maintain new software.
- Educate their employees about data security.
- Make better use of its security features.
Why Your Client's Cyber Liability Matters to You
A client's cyber risk is nearly indistinguishable from your own. If a client is hacked, they can sue their IT consultant for damages. In order to protect your business from the cost of a data breach lawsuit, you need to make sure your clients get the most from their security software and other IT.
While Professional Liability Insurance can pay for an IT consultant's legal expenses when they're sued by clients, it's best to prevent data breaches from happening in the first place.
Make sure to check out TechInsurance's Customer Education Kit – a free resource you can distribute to clients to teach them basic data security habits and show them how to improve their security.