Ensuring security in a year of uncertainty

Christian Hertsens, EMEA sales director at VASCO data security, discusses why, in a year of uncertainty, there are opportunities for dealers to sell more security products

This year has so far been shrouded in uncertainty, from what the weather may bring to what may – or may not – happen with respect to Brexit.

But if one thing can be assured and predicted, is that the year will be full of security breaches. Many of them will affect individuals, or smaller businesses, while others will be high profile and headline hitting. In those cases, we’ll be promised that ‘lessons will be learned’ and new measures put in place to protect customer data or information in the future.

On one hand, it is hard to feel sympathy for companies that have adopted a lax approach to security in today’s digital economy, which is often compared to the Wild West. But the truth remains that even companies – or individuals – that have taken a highly robust approach to security can still fall victim a breach.

Without sounding defeatist, in many cases, we have to accept that attempted security breaches aren’t a matter of ‘if’, but, sadly, ‘when’. That doesn’t mean that we should give up trying to protect ourselves; if anything, it should further our resolve to take all the practical measures we can to defend ourselves against an attack. It’s my belief therefore that the channel has a role to play in championing security solutions at every opportunity – and if the risk is perennial, then so is the opportunity to protect against it.

A huge opportunity

If you’re not a security dealer per-se, now’s not a bad time to start thinking about expanding your product offering. For example, if you’re a print reseller, talking about securing printers and multi-function devices could open the door to a much broader discussion about network security as a whole, and the role that two-factor authentication solutions can play in keeping a business’ entire network secure, and not just the peripheral devices that are connected to it.

The technology has proven to offer an exceptionally robust defence against potential security threats for many years now. If you conduct your private or business banking online, you’re probably already familiar with the two-factor secure authentication device provided by your bank, which generates a One-Time Password (OTP).

Rolling out a similar OTP solution to a workforce for them to use when accessing the network remotely, will be as familiar to them as online banking, so there’s no real learning curve, but a welcome and much needed boost in security, instead.

Following training, becoming a dealer authorised to offer two-factor authentication is an excellent way to differentiate your service offering in 2017. It is not just the additional sales potential alone that makes two-factor authentication a compelling opportunity for dealers. The margins are still significantly more rewarding than in many other areas, because two-factor authentication is not yet a commodity business.

That’s why I believe that offering it presents an excellent addition to your product portfolio as well as helping your customers to address any security challenges they may face in 2017 and beyond.

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Posted by Austin Clark (95)

Written on 2nd February 2017

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