Are your customers secure in the Cloud?
With the global cloud security market expected to grow by more than 50% in the next few years (Markets and Markets) and IDC predicting that more than 33% of all security will be delivered via SaaS or hosted in the cloud by 2018, Cloud Security represents one of the biggest opportunities for Arrow partners today.
Scott Murphy answers some of your most pressing questions:
When is SaaS the right model for security solutions and which are best suited to the Cloud?
There’s no question that some security solutions are better suited than others to the SaaS model. More complex solutions such as Security Information and Event Management (SIEM) systems for example, where management services are also included, are perfect contenders. Only larger organisations will be able to withstand the overheads needed to recruit and retain the specialist resources that are required to leverage a SIEM platform, so outsourcing at least some of the requirement makes perfect sense for the majority.
It’s not just the more complex solutions that are perfect contenders for SaaS though. Take something relatively straightforward such as spam filtering, for example. This isn’t something that your customers will necessarily want to do on their own network, due to the amount of bandwidth it takes up. Often, it makes more sense for them to contract a third party to carry out this for them, so the unwanted content never needs to touch their own systems.
If you’re not sure whether a particular security solution is suited to delivery through SaaS, talk to the team at Arrow before you start to explore the possibility with a customer. It will save you from wasting time and ensure that the customer continues to trust your judgement and advice.
What are the main objections I’m likely to come across and how can I put my customer’s mind at rest?
“SaaS is too expensive!”
A Gartner survey revealed that the majority of companies who buy SaaS do so because they believe it will ultimately save money. In other words, whilst outsourcing security requirements may seem expensive at first glance, it can still be significantly cheaper and more effective than taking a DIY approach.
Employing full time staff is expensive – particularly when they are highly skilled, in huge demand and need continuous investment in their expertise to ensure their knowledge stays bang up to date. How confident are your customers that without outside help, they can recruit and retain the specialist skills they need whilst also keeping the right technology, policies and processes up to date?
“We’re worried about security”
Of course they are worried about security, or they wouldn’t be talking to you in the first place. Whilst concerns about how secure their data will be in the Cloud are inevitable, it shouldn’t be too difficult for you to challenge and put an end to those fears. Help your customers understand that working with a Cloud Solution Provider can bring security benefits that they are unlikely to experience with on-premise solutions, with access to advanced layers of security, the most up-to-date, leading-edge technology and the highest level of specialist expertise and support.
“I want to be able to control and customise our security software”
Many organisations have particular needs and will want to be able to adapt software to work specifically for the way they do business. Whilst this used to be an issue, most SaaS apps today are designed to support an element of customisation through APIs. You will obviously need to respond to each request on an individual basis, but SaaS is rarely a one-size fits all solution and should allow some degree of flexibility to cater for the specific needs of different customers and verticals.
How should I start the conversation?
Talk to your customers about how they can use a combination of in-house and outsourced cloud-based services to ensure their security stays up to date and effective.
Don’t be afraid to ask the question and start the conversation about cloud with your customers. We’re here to support you all the way – from identifying opportunities to closing the deals.
Find out more about the Arrow Cloud Enablement Programme and how your business can benefit, or find out more information on attending our Cloud Leadership Forum on 1st November.
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