Q&A: Can The Channel Help Boost Customers' IT Confidence?

What about non-security investments?

What's happening now is the business decision makers and the technical decision makers are going in together. So I think it's becoming easier, not harder, to get investment because it's not like it's just the IT decision maker saying "I need this." But because vendors and partners are starting to learn how to sell differently – and we still have a long way to go, don’t get me wrong – historically the channel community partners … were selling products [and] licenses. Now they're starting to sell solutions, and when you start doing that and you start selling experiences and solutions, you start targeting other people in that sales process to help them understand how this technology can enable them to do other things that they might not have.