Patrolling the Channel

Jul 28 2011   6:46PM GMT

Tips for selling data leakage prevention solutions

Jane Wright Jane Wright Profile: Jane Wright


 Data loss prevention implementations are often complex, time consuming and difficult to manage. For security solution providers, a data loss prevention (DLP) project raises a lot of questions. What should be included in a data loss prevention policy? What is the best data loss prevention strategy? 

Michelle Drolet, CEO and co-founder of Framingham Mass.-based Towerwall Inc., answers these questions and discusses more issues involved with selling data leakage prevention solutions. Other topics in this podcast include:

  • Is it best to seek a “quick win” even with limited functionality?
  • How can you frame success early on and then work toward achieving that outcome?
  • What should the solution provider do if the DLP product uncovers disturbing or unethical employee activity?

Click the gray arrow below to hear the podcast.

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