Bill Tucker, managing director of Ramp Networks Europe, does not believe that resellers offering IT security need to be real experts. Tucker believes that the financial equation can work easily for resellers. The security features are generally a pure value-add feature for the reseller. Security for SME resellers is a huge issue in the US market. There is clearly a great deal of potential to sell security to the SME market, but exploiting that will take a great deal of time, effort and patience.
Education is key when selling security to SMEs.
Many companies still bury their heads in the sand with regards to security issues. The cost of selling security to SMEs can be high. Resellers need to consider partnering with expert service providers. Resellers need to know the issues and what options are available to SMEs before they sell security products and services. Security must not be over-sold to SMEs.