Selling security: six places to start

Ian Kilpatrick, chairman of Wick Hill Group, details six areas that resellers could start with in selling security


Antivirus is still a key security choice, and one that everyone understands. Pick the high-success niche players where you can find good margins and a good level of support from the distributor and vendor. A number of the leading solutions also provide end point security capabilities, which are increasingly required as a consequence of the high growth of mobility and bring your own device (BYOD) inside organisations.

Secure mobile storage

Users are aware of the need for secure mobile storage, but just need a little prompting to encrypt their data or deploy encrypted flash drives, encrypted external hard drives and encrypted optical discs. These offer features such as extreme robustness, anti-malware, remote management capabilities, and the ability to wipe lost or stolen devices.

UTM appliances

As users come to renew their existing security kit, resellers can offer the opportunity to consolidate all their separate security products into one unified threat management (UTM) appliance. UTMs are continuing to provide ever increasing price/performance benefits. UTMs also protect against new threats, which take advantage of new application vulnerabilities.

Tips for selling security

In this exclusive content from our May 2013 ezine, Amro Gebreel reveals how understanding a customer's needs is becoming key to making an expedient security pitch, and explores the opportunities for the channel in this fast-moving market.


It is often forgotten that users need to log information to get greater visibility and control in order to improve security, compliance and to run an efficient IT infrastructure. With that, they need alerting, searching and reporting facilities.


With an ever-increasing number of access points to the corporate network, and the impact of more remote access, BYOD, increased wireless access and, of course, cloud apps, everyone understands that simple, rarely changed passwords, such as your dog’s name, are inadequate today. There are various soft or hard authentication options without necessarily going to full two-factor authentication, which is an option for those who require it.

Wireless security

In late 2013, the new 802.11ac standard will be ratified. This is likely to deliver the unfulfilled promise of 802.11n, and will deliver 1Gbps throughput, rising to 7Gbps over time. This new standard, which alongside the impact of 4G, will drive a shift from wired to wireless networks and a rapid escalation in the risks of wireless. Network access control, mobile device management, identity management, two-factor authentication, end point protection and access point security will all be key areas for strong growth, alongside this major shift.

Ian Kilpatrick is chairman at Wick Hill Group

Read more on Sales and Customer Management

Start the conversation

Send me notifications when other members comment.

Please create a username to comment.