If there’s one thing that is guaranteed to keep network administrators up at night, it’s cybersecurity. Rightfully so—according to a report published by PurpleSec, cybercrime as a whole increased by 600% since the beginning of the pandemic. Consequently, if you are looking for a way to connect with sales prospects, consider the pain point of digital security. It’s a surefire way to pique interest and spark a discussion.
Here are the three top reasons to focus on security when targeting sales prospects.
Cybersecurity has been a hot-button issue in the media for a long time, and the general public is fired up about keeping private information safe. Since the early 2010s, security has been a mainstay in headlines. In 2021, we saw a devastating cyberattack of the Colonial Pipeline that took down the entire pipeline and led to significant shortages along the East Coast. And most recently, Microsoft confirmed their defenses were breached in an attack. While no customer data was impacted, notable Microsoft projects were in fact involved. This was the last of four attacks in the last year that exposed Microsoft’s vulnerabilities. Trust us—your customers are already well-versed on the subject. You won’t need to do much explaining about the need for advanced protection for them to understand the severity of the situation.
Why do network professionals get so worked up over cybersecurity? It’s a painful issue. There are real consequences for businesses. The average data breach now costs about $4.24 million. Plus, it takes on average 212 days to detect a cyber breach, as well as 81 additional days to stabilize afterward. And those numbers only increase for organizations who adopt 50% or more remote work. Aside from the financial consequences of a security incident that build up as more time is lost, there are also long-term implications to a data breach as well. Consumers can lose trust in a brand and may flock to competitors rather than continue using the exposed company’s services. The impact a breach can have on an organization’s bottom line and credibility alone should be enough to ensure prospects understand why it’s so important to defend themselves against potential attacks.
Expert Knowledge and Resources
The truth is that, despite the multitude of concerns that network professionals have about cybersecurity, most lack the resources and understanding to adequately protect their networks. First, there are numerous compliance protocols to manage. What’s more, staying abreast of the fast-changing threat landscape is a full-time job in and of itself. New, confusing strands of malware pop up by the day. These types of advanced threats are difficult to understand and control. More often than not, they require the services of security experts who are well-versed and experienced when it comes to the constantly evolving and multi-faceted technology.
Security is a pain point that has been ubiquitous across any vertical and for companies of any size for a long while. Your customers should be building their security practices now, as the demand for managed security solutions only continues to grow. As their Trusted Advisor, it’s up to you to guide them to the right solution for their organization. Start the conversation by highlighting the need for security with your prospects and identifying the major negative consequences that can come from a lack of proper security technology. AVANT’s Sales Engineers are also a great resource for helping guide the security conversation and break down complex concepts that can make your prospects more comfortable and prepared to adopt a new solution! Connect with our Sales Engineers and discover the positive impact they can have on your open security opportunities.