DISQUS

Erwin Blonk · 1 year ago

You're making a good point there. I think, as far as IT goes, security selling is sharply split along those lines. It seems almost automatic to sell security (be it firewalls, anti-virus and what not) with the fear message. And why not: there's a threat, better get something to protect you from it.

However, people get annoyed by the security hassle: you have a password, or even more if you are a sysadmin and you have a low and high level account. As a normal user, if you can't do certain things and at home, you don't bother and log in with full rights. Such attitudes aren't left home, you take them with you to work.
Somewhere in there lies the cause of the fear angle in selling security in IT not working.
Yet these are trying times moneywise. There might be a softer angle in selling security as a money saver, preventing all kinds of costly problems if the security is compromised. Same argument (fear) but in a possibly softer and more compelling package.
I admit, I went off on a tangent yet I do think there are parallels with selling security to the business, either as a sales person, or an IT admin who wants a secure network. And if anyone can show me a FUD-less way to sell security, I'm all ears.

Erwin Blonk · 1 year ago

Before I forget, although I can't vote in the US election and not being a sales person (yet it can be argued we are always selling something, if only how we want to be perceived), the one I woud vote for, matches whatever passes as my selling style.