Fear of the unknown is a real problem for small business owners. Whether running a struggling “mom and pop” convenience store or a thriving manufacturing plant, any changes in rules and regulations or even the technologies they could and should be using, can be at least a little disconcerting. Many willingly accept that adapting and innovating are a part of life in the business world. That acknowledgement is a good step, but it doesn’t remove anxiety from the transformation equation.

Keep that in mind next time you approach one of your small business customers or prospects. They may realize that some organizational changes will be required if they wish to grow or, in some cases, survive. Most understand their systems can quickly become antiquated and some may even see real opportunity with the Cloud, Big Data, social media and mobility solutions ─ they just don’t have a clearly defined path for implementing them properly into their businesses.

An even greater concern for some is how to protect all those systems as well as the information they contain or help transmit. Faced with a dizzying array of data protection standards and privacy laws, it’s no wonder entrepreneurs tend to get a bit apprehensive when a changes are suggested.

Be the Change Agent

IDC predicted last year that 89 percent of IT growth spending would be in the third platform with a full 50% of that increase coming from traditional markets. Their research also suggested that these technologies would shift into the "innovation stage” in 2015 with a greater focus on total solution value. Channel firms that can address those points ─ developing, implementing and supporting the comprehensive solutions their customers need ─ will be much more competitive than those that don’t.

Change enablers are in demand and less susceptible to industry commoditization trends. Innovative solution capabilities drive greater value with their customers, allowing them to enjoy greater margins and high customer satisfaction rates. Few entrepreneurs can afford to maintain the status quo today and many are willing to pay a respectable premium to those who can help them adopt third-platform technologies. Especially for those who can tailor those technologies to their specific needs AND offer the security protection they need to keep those investments (and their data) safe and secure.  

That final point is a key differentiator for the channel. No two businesses have the same data protection vulnerabilities, so implementing a “one-size-fits-all” security service into their organization could leave their networks and information systems exposed to hackers and troublemakers. Those adopting third platform technologies simply have to have safe and secure internet environments. There is no wiggle room in that statement. Without comprehensive policies, solutions and training programs around IT security, the risks associated with moving their business operations into an online-dependent environment are substantial. The success of their Cloud, mobility, social and Big Data programs depends on it.

Pump Up Your Security Practice

Does your team have what it takes to properly secure your clients’ latest third-platform technologies? Can your network and data protection services address all your clients’ compliance and business continuity concerns? Download the CompTIA Quick Start Guide to Tackling Cloud Security Concerns to see how your proficiencies and best practices match up with industry standards. It’s a great way to validate your protection measures and capabilities ─ and it won’t cost you a thing!

It’s just one of the many resources developed by members of the CompTIA IT Security Community, a collaborative group of channel professionals who build tools and assemble best practices you can use to improve your IT business. They’ve developed quite an impressive portfolio over the past couple of years, including five of the most valued tools you could use to boost your protection and compliance practices. The security assessment wizard found in those resources has proven especially helpful for identifying key vulnerabilities; a great way to show your clients that their systems may not be as secure as they believe (and a good opportunity to address potential problems). 

Why are those resources so important? The education alone is invaluable. Face it; every channel firm either has to have a high level of IT security expertise today or forge close partnerships with others who have those capabilities. Chances are your business customers live (and thrive) online and trust that your team is fully protecting them from any evils they could encounter. Even if not planning to build your own practice, your team still needs the tools, skills and/or relationships to help your clients understand and address those IT security vulnerabilities. With the continued explosive growth of the third platform, your clients will find those materials and capabilities more critical than ever before.