Security revenue being left on table

Many large resellers rolling out security software licenses are leaving revenue on the table, according to Joel Camissar, country manager at security outfit Websense.

“A lot of resellers are getting security software completely wrong in terms of how they add value to the customer,” Camissar (pictured) told CRN.

These resellers setup large software licensing teams which often don’t maximise the services or benefits the customer gets from the software rollout, he said.

“When the [software] renewal comes around, resellers go there and do the renewal at cost,” he claimed. He suggests that these companies should send in a security consultant to determine if the customer was getting anything out of the software. If they don’t, they are leaving revenue on the table, he said.

Partners need to understand their customer’s business; assess the risks the customer faces and provide a security solutions that fits this criteria and budget, rather than “scare mongering,” he said.

“Organisations tell us they have moved from one reseller to another because they did not just receive a quote for renewal, but the reseller visited their premises, listened to the problem and explained what strategy they should adopt.

“I strongly believe that the larger channel partner needs to re-evaluate the way they go about selling licenses because it’s hurting their businesses,” he said.