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The growth of consumerisation is changing the way technology is used in the workplace and is changing the contacts resellers need to have relationships with if they are to sell products and services.
One of the conclusions of a Check Point roundtable looking at the human factor in the security equation was that the reseller now had to develop relationships and an understanding of the requirements not just of security managers but also the HR department and the legal side of a consumerisation roll-out.
With more pressure to deliver a consultancy sale the channel could find itself marginalised if it is unable to sell technology without an appreciation for the growing number of stakeholders involved in the process.
Terry Greer-King, UK managing director at Check Point, said that the sales conversations had changed already and it was now about much more than just selling security infrastructure.
"You have to involve legal and HR and need to reachout ans know the HR policy because I don't think IT security stays in a niche," he said.
Garry Sidaway, director of security strategy at Integralis, said that there had to be a "broad church" in any customer conversation and the reseller had to understand all of the processes involved.
That view was echoed by Quentyn Taylor, director of infosecurity, governance and risk at Canon EMEA, who said that although the IT department was often the first port of call but the HR and the finance departments had a crucial voice in the process and had to be listened to.