Gartner Research

The Future of Security Sales Revolves Around Digital Risk

Published: 27 May 2015

ID: G00278090

Analyst(s): Sid Deshpande, Tiffani Bova


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


  • 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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