Successful Solution Providers Take Security Step-By-Step

Solution providers eager to sell their network security gear and endpoint security software without assessing the client’s current state of affairs will lose long term, according to a variety of security consultants and solution providers with strong security practices. Clients are more likely to return for repeat business if the solution provider provides a strong risk assessment and helps establish a systematic and ongoing security improvement strategy that fits their risk tolerance and budget, said Dan Wilson, executive vice president of partner solutions at Accuvant in a recent interview. Gartner advocates its Adaptive Security Architecture which is meant to get organizations to allocate their security investments to balance spending across prevention technologies and processes, detection capabilities, incident response and security analytics. The architecture favors products with broad capabilities that can work together and best-of-breed vendors that can fill any gaps. Here are five recommendations that can be part of the security conversation with current or prospective clients.