Whether Inside the Firewall or International, the Data is Your Responsibility

The information age has been very lucrative for solution providers. From installing and supporting the network that it all travels across to implementing today’s big data solutions to make sense of it all, the channel opportunities are plentiful. And, thanks in part to the continued growth of technologies and applications that help collect and share more information than ever before, the need for professional support continues to escalate.

Yes, it’s a great time to be a solution provider in the literal sense of the words. Businesses need well-versed consultants today ─ and not just those who can help them design more effective networks and IT systems. Many businesses want, and some may require, expert advice on regulatory compliance and organization-wide security protection (not just the PCs). And the professionals who can help document and train their employees on related best practices are also in high demand.

In the SMB segment, where resource availability is often an issue, business owners frequently pay a premium for these types of ancillary services and typically forge strong bonds with the companies that offer them. They can’t get that from an online supplier or a standard reseller. Providers who understand the way their clients want and need to manage their data, as well as the specific compliance measures that have to be followed, are a precious resource today. In other words, the information and security “value-add” most channel firms offer has never been more valuable.

An Expert Knows

In order to be “the authority” for your clients, at least on the topics that matter, you have to understand and know how to implement industry best practices into their workplace. They not only look to you and your team for advice, but for leadership. A good introductory tool to start the conversation is the IT Security Assessment Wizard. A simple tool that guides your sales team through a series of questions that lay the foundation for an open discussion on a client’s security posture. From that point, your expertise around information management and security will be particularly valuable ─ especially when your team has the ability to guide and influence your clients to make decisions based on sound practices and theory.    

The question many solution providers continue to ask is “how do we gain that level of trust and respect from clients and prospects? You can start by ensuring your team has the right answers to these questions:

                Do other businesses in the community see you as a “thought leader” on data protection?

Building a respectable reputation in information security isn’t easy, but the right plan and a little persistence will go a long way. Consider contributing articles on the topic to your local newspaper or offer to share your insight at a regional chamber of commerce meeting. Or volunteer your services to ensure the public library is properly protected. That type of support can be quite valuable in communities where word of mouth and a little good press can bring great rewards.      

What are you doing to build or improve your reputation in the security space? Beyond community service, are you making a concerted effort to advance your organization’s standing? Consider obtaining a CompTIA Security Trustmark+. This business credential goes only to IT firms that follow prescribed industry best practices when protecting their clients’ information systems and data. The third-party validation process ensures your customers that your company has the tools, procedures and policies in place to effectively manage and secure their most valued resource: the data.

Is your team aware of the latest compliance issues and updates? In order to be a true authority, your team has to understand all the Federal, state, local and industry rules and regulations that apply to your particular clients’ businesses. Of course, it’s not enough to simply know them; you have to know how to design systems and policies that ensure your customers are in full compliance with those measures.   

For example, the European Court of Justice (ECJ) just invalidated the Safe Harbor agreement, which allowed companies like Facebook and Twitter freely move information between its centers in Europe and the US. Based on that ruling, cloud service providers (and suppliers) may have to store and backup all data within the border of each country. That may not seem like a big deal to those who support SMB customers, but if your client opens an office in the UK or France (or simply has an employee on assignment there), their information management policies and practices may need to be adjusted.  

Those are the types of activities solution providers have to consider when trying to boost their reputation with information security and compliance. It all starts with the data: from how it’s handled and where it’s kept to the measures put in place to ensure it’s available whenever (and wherever) needed. Resources like these five tools can help you convert that burden into real opportunities.

Whether behind the firewall or in a server on the other side of the globe, your company has to be capable of handling that level of responsibility. But with a little assist from your industry association, chances are you’ll have all the resources and skills your team needs to do a great job.