How to Convince Your Customers to Adopt Cloud Security and Manage their Technology


Jun, 15

How to Convince Your Customers to Adopt Cloud Security and Manage their Technology

In the past year, security has become a hot topic in the technology industry. With so much confidential, personal, and financial data being transferred for business purposes, cyber criminals are foaming at the mouth to get their hands on sensitive information.

What used to be confined to just a few industries, such as finance and healthcare, is now consistently mainstream. The New York Times mentioned cybersecurity in 700 different articles last year, 5 times more than the previous year. Household names like PF Chang’s, Blue Cross, Apple, and Sony have reported security breaches in the past year as well. Not only do the consequences of a cloud security breach involve the loss of data, but financial resources as well: MasterCard recently settled with Target for $19 billion dollars over a security incident that took place in December of 2013.

According to a recent survey, 43% of SMB’s have no plans to increase security spending in 2015.As the number of gateways for potential cyber-attacks continues to increase, Cloud Solution Providers (CSPs) have a duty to share the importance that security plays in business.  Today’s blog post highlights four reasons to sell cloud to your customers and help them avoid a security breach.

Security Topics VARs Need to Communicate to SMBs

  1. Security breaches are expensive: According to security research firm Ponemon Institute, the average cybersecurity breach can cost a company anywhere between $5.4-5.9 million. On the flipside, the average cost of security software is $5,000 per application, and estimated consulting fees to install and manage such applications is around$2,000-$2,500 per day.   Proactively investing in security protection beforehand is a small price to pay for peace of mind and sanity.
  2. Internal security breaches are just as important: While the majority of security breaches occur from outside the company, some organizations are faced with rogue employees who exploit internal vulnerabilities, gain unauthorized access to data, or simply treat their technology too casually. A recent report by security firm BlueCoat indicated that 26% of employees use applications not approved by IT, and thereby can cause security problems, despite 65% of them also being aware of the risks.
  3. Security breaches do concern industry compliance standards: The era of the security breach places industry compliance standards like Sarbanes-Oxley (accounting) and HIPAA (healthcare) at the center of importance. SMBs must understand how these two laws work in conjunction with security breaches so that if one does occur, customers are informed and privacy is protected.
  4. Hosted solutions guarantee higher reliability in the event of a breach: When on-premise hardware is attacked, customers are forced to spend less time on their business and more time resolving issues. For customers with hybrid and hosted solutions, they only need to look to the vendor who will typically have near 100% service uptimes, which saves customers the stress of threat resolution.

What’s next?

With these cloud security topics in mind, we hope you are more equipped to have conversations with your customers about why security ought to be a part of their technology spending. Your guidance will help them avoid a dreaded security nightmare.

If you’re looking for solutions that go beyond the conversation topics above, we invite you to take a peek at the Ingram Micro Cloud Marketplace, where you will find an end-to-end portfolio of cloud services targeting the business needs of SMBs, including security solutions. We offer:

  • McAfee Cloud-based security: McAfee, part of Intel security, delivers proactive solutions that protect businesses of all sizes from the latest malware and emerging security threats. Resellers have access to software tools that provide email and web security protection.
  • Trend Micro: Trend Micro Worry-Free™ Business security is a cloud-based hosted service providing simple-to-manage protection for Windows, Mac, and mobile devices protecting against dangerous websites, viruses, hackers, spyware, and more.
  • Cirius: Cirius is a simplified secure messaging and productivity application enabling businesses to protect and control their email. Businesses are also empowered to rapidly transfer large data files and protect against data loss.

Join Cloud Elevate

If you’re not already a transacting partner selling Cloud solutions, then join Cloud Elevate and activate your reseller account on the Cloud Marketplace today! Cybersecurity is important, so make sure your customers know what is available to them.

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