Point out the positives, including inherent security, back up and scalability
It’s hard to get your customers to change their way of thinking about integrated security solutions, because quite frankly no one likes change. It can be uncomfortable and the thought of the unknown can often set heads spinning and relegate new technology discussions to the sideline.
Customers are beginning to become more accustomed to cloud computing, but there is still work to be done in educating prospects on all the benefits of cloud-hosted security management platforms. Here are three surefire ways get users on board with the cloud in your sales efforts:
#1 – Focus on the stability and security in cloud-based security and access control
Probably one of the biggest objections to cloud computing systems integrators hear from their end-user customers is that they are concerned about the security of data transmissions. Using the cloud actually brings more cyber security and resiliency to specifications than traditional legacy, on-premises server systems. That’s because with the cloud’s multi-layered design, data security and data access come together seamlessly with added safeguards. A security management system (SMS) designed from the ground up to be a cloud-based product begins first and foremost with software security. Hosted systems can follow what Microsoft refers to as SD3+C: Secure by Design, Secure by Default, Secure in Deployment and Communications.
#2 – Explain that all basic safeguards and more come naturally to Software as a Service
Secure cloud-hosted solutions don’t use the ever-vulnerable default user names and passwords. Each hosted system is issued with a unique password, which is the first step in providing a secure solution to the user. Two-factor authentication, encryption and SSL certifications in cloud-hosted SMS also make data more secure. Two-factor authentication can be attached to the log-in credentials of any user for an added layer of security.
“Systems integrators need to continue to educate end-users on the inherent security and business efficiencies of using a cloud-hosted security and access control platform.”
User accounts are linked with a second source of verification, i.e. Google authenticator, which generates a code based on a timer or counter. Users must provide this code upon entering their username and password, which means a perpetrator would need three things in order to access the system, the user name, the password and access to open the device which generates the two-factor authentication code. Encryption further protects the transmission of data between the client and the cloud-based server using modern Secure Sockets Layer (SSL). The same technology is used to secure credit card information, social security numbers and log-in credentials. SSL encryption, 2048 bit, secures the data connection as opposed to easily hacked Open SSL protocols.
#3 – Talk about the cost savings and productivity that come with the cloud
The cloud is flexible and scalable and fosters business agility. With off-site hosting, there are no servers or appliances necessary at the customer site. This saves time and money and allows customers to future proof themselves from obsolete technology. You can access the SMS from any computer, tablet or laptop with an Internet connection. In addition, you don’t need additional IT staff on site, as experts are on site hosting your solution. Daily database backups and full redundancy are inherent with true cloud-based solutions, eliminating the risks of having all data stored on site. In addition, the latest software version and upgrades are automatically downloaded so that saves customers the headache of needing someone on staff to do those changes. With the cloud, the customer only pays for what they use, especially attractive with expensive software licenses. That also gives them the ability to scale up or down as necessary.
Systems integrators need to continue to educate end-users on the inherent security and business efficiencies of using a cloud-hosted security and access control platform. Once they ‘get it’ you’ll elevate the value proposition of your company and stand out from the competition, adding more customers in the process.
Brian Matthews brings years of customer-facing security industry business development and sales experience to Feenics as Director of Sales. Formerly with Lenel, his responsibilities spanned the company’s consultancy program as well as included managing a new Inside Sales Department for the combined Interlogix-Lenel business.