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CompTIA - IT Security Sales Practices in the Channel

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This presentation provides a review of how IT firms approach the sale of IT security products and services. It details the types of security services they are offering, their outlook on security growth prospects and their involvement in areas such as security-as-a-service or managed security services.

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CompTIA - IT Security Sales Practices in the Channel

  1. 1. IT Security Sales Practices in the Channel Research Brief Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
  2. 2. Most IT Firms Involved with IT Security in Some Way NET 73% of firms report some type of involvement in offering security products or services Micro IT firms Small IT firms Medium IT firms Large IT firms Overall 38% 25% 37% 22% 12% 66% 29% 12% 59% 18% 15% 68% 27% 17% 56% Not involved in security Security mostly offered as a stand-alone product or service Security mostly embedded / a component of other products or services Source: CompTIA IT Security Research Brief | Base: n=284 U.S. IT industry executives
  3. 3. Current and Planned Security Offerings Currently offering to customers Plan to begin offering over next 12 months 13% 13% 16% 15% 16% 15% 13% 19% 9% 9% 11% 37% 35% 33% 38% 42% 42% 42% 51% 48% 57% 56% Network security Backup/Disaster Recovery/Business Continuity Data protection/mgt. (e.g. Data Loss Prevention) Email and web security Risk management (helping customers balancing security priorities and cost) Compliance management Cloud security (helping secure customers’ cloud solutions) Identity and access management (IAM) Intrusion prevention/intrusion detection: Mobile security (e.g. MDM, mobile antivirus) Security information and event management (SIEM) Cloud security has the highest intent to begin offering rate, indicating IT firms see many opportunities in this area. Source: CompTIA IT Security Research Brief | Base: n=284 U.S. IT industry executives
  4. 4. Majority of IT Firms See Favorable Growth Prospects for Security over Next 12 Months 13% 1% 4% 24% 43% NET 63% 15% 12% 1% 1% 24% 44% A majority of IT firms expect growth of security products/services over the next 12 months. There is slightly more optimism now vs. the outlook in 2012. 19% NA / will not be involved in security Shrink significantly Shrink modestly Flat / no change Grow modestly Grow significantly (10% +) 2012 2014 Source: CompTIA IT Security Research Brief | Base: n=284 U.S. IT industry executives
  5. 5. Security Providers See Uptick in Customer Inquiries Following Notable Breaches Security incidents made the news on a regular basis during 2014. Home Depot, Target, SnapChat, DropBox, JP Morgan, and Apple iCloud just to name a few, all made the news in 2014 for notable data breaches. According to the research, about half of the firms providing some type of security product or service reported additional customer inquiries or other activities spurred by the security incidents. Incidence of Activities in Response to “Headline-making” Security Incidents 52% 48% Some type of resulting activity No resulting activity 21% Security conversations beyond CIO; including CEO 31% New customers inquired by security services 33% Existing customers inquired about additional security safeguards Source: CompTIA IT Security Research Brief | Base: n=284 U.S. IT industry executives
  6. 6. Slightly More IT Firms Offering Security-as-a-Service Incidence of offering Security-as-a-Service Incidence of offering Managed Security Services 57% 20% 24% 46% 21% 33% No / No plans Plan to begin offering over next 12 months Currently offering security-as- a-service 2012 2014 49% 2012 2014 15% 36% 46% 17% 37% No / No plans Plan to begin offering over next 12 months Currently offering security-as- a-service Source: CompTIA IT Security Research Brief | Base: n=284 U.S. IT industry executives

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