How to Sell: Security - Scaling defences

Tuesday, 4 March 2003, 12:10 PM EST

Antivirus software companies have often been accused of writing viruses to keep themselves in business, rather like a bouncer starting fights at a nightclub so that he can then break them up.

But regardless of where the threats to security come from, you will always need someone at the door to deal with the problem.

Today, access routes to company systems are becoming more complex. Greater mobility, remote access and wireless technologies, and the increased use of always-on broadband links, are contributing to the dangers.

And where there are dangers there is a need for security. It's not scaremongering, it's fact.

For resellers, the increasing interest in security products has represented a good sales opportunity but, as in most areas of this business, margins are eroding and you have to keep moving to keep making money.

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For in-depth information on computer viruses, visit the Viruses section of HNS.




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