Resellers will also be able to reassure the customer that there are adequate resources behind the service. However, if they are to educate users, resellers need to educate themselves, according to Allasso's Dodwell. They need to understand and explain the options. But the general opinion seems to be that most resellers operating at the SME level lack knowledge when it comes to security. According to Douglas Hurd, who is in charge of business development for Pretty Good Privacy encryption products at Network Associates, a lack of understanding makes it difficult to sell security, but the basic knowledge can be acquired easily.
Security is complex and the technology changes all the time.
As ebusiness pushes security higher up the agenda, a hoard of 'cowboy' security providers are attempting to cash in, offering questionable and often inappropriate solutions. This is because rogue distributors have helped them to sell complex solutions without the necessary training and support. In many cases the distributors are not the 'experts' they claim to be. Dodwell argues that security needs specialist support right down the line. It is not a nine to five job.