The prospect of security channel players resorting to using fear, uncertainty and doubt (FUD) to sell products has become an issue again.
Over the last few years FUD had been shelved in preference for a more positive pitch involving a conversation about business processes and how the right security can liberate a company wanting to expand into the cloud and roll out more remote access for staff.
But according to one of those who walked the floor at last week's InfoSec show there were signs that FUD is returning as a sales technique.
"Unfortunately, Fear, Uncertainty and Doubt are creeping back into information security selling and there is still a lack of business messaging from these vendors and a narrow focus," said Garray Sidaway, director of global security strategy at Integralis.
"The businesses that Integralis deal with trust us to build complete solutions from these narrow focus vendors and to translate the data from these technologies into business information that they can make an informed decision on - taking these maturing technologies and turning the data into relevant information, combing the tech with services and adding human interpretation and business context to create value," he added.