Challenge Of Divergent Interests

One of the most difficult sales challenges that a VAR will face is overcoming the divergent interests in an organization trying to balance security with productivity and ease of use. Customers want to have "total freedom" but also want to be protected and companies want to balance productivity with the environment being secure, he said. From the VAR, that means being able to strike a happy balance between the two with customers, he said.

"The hardest thing you will deal with in security is saying no but saying yes," McDonald said.