Posted by: Brein Matturro
Direct reseller channel conflict, Network and application security, Reseller channel business development
The buzz on the street after Boston’s SecureWorld conference is all about collaboration.
One expert in particular renewed the call for IT departments to collaborate with physical security. It isn’t enough to secure your network from back door attacks if people can get in through the back door of the building and plug in.
Ray Bernard of Ray Bernard Consulting Services told his audience about one customer who gave sniffers to the security guards so that they could locate rogue access points while they were on their routine walks around the building.
As a value-added reseller (VAR) or consultant, you can make yourself indispensible if you take on the responsibility of facilitating conversation between different departments at your customer’s company, so grab the bull by the horns and forge in.
Ellen Metcalf, author and thinker, knew what she was talking about when she said: “You have to recognize when the right place and the right time fuse and take advantage of that opportunity. There are plenty of opportunities out there. You can’t sit back and wait.”
Start by assessing your customer’s site, then be a negotiator. Don’t be afraid of making an unpopular suggestion. Your customers will thank you for it, and hire you again and again.
- Julia Henderson