Gartner Research

The Future of Security Sales Revolves Around Digital Risk

Published: 27 May 2015

ID: G00278090

Analyst(s): Sid Deshpande, Tiffani Bova

Summary

Digital business is bringing security considerations to the forefront of business growth discussions, necessitating a change in the way security providers take solutions to market. This report advises security business unit and sales leaders on key success factors for improved sales execution.

Table Of Contents

Analysis

  • The Current State of Security Sales
    • Technologies Evolving Faster Than Sales Can React
    • Inadequate Appreciation of Security-as-a-Service Models on Sales Performance
    • Poor Retention of Talented Salespeople
    • Overaggressive Compensation Plans Lead to Dissatisfaction
  • Future of Security Sales
  • Trend 1: Customers Will Want to Buy Security Solutions That Can Help Enable Digital Business
  • Trend 2: Skills Shortages in the Security Industry Will Continue to Be a Key Challenge for Security Providers
  • Trend 3: Security Budgets Will Increase but Become More Fluid
  • Trend 4: Legacy Channel Ecosystems Will Continue to Be Challenged
  • Trend 5: Customers Will Buy Security Services and Not Products

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