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IT Security 
Sales 
Practices 
in the 
Channel 
Research Brief 
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
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
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
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
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
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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CompTIA - IT Security Sales Practices in the Channel

  • 1. IT Security Sales Practices in the Channel Research Brief Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
  • 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. 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. 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. 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. 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