Getting the Security Conversation Fired Up Starts With Understanding The Customer

Why are we here?

According to Forbes the cybersecurity market is expected to reach 170 billion dollars by 2020. The rapid growth is being fueled by a shift in technology trends and evolving corporate requirements. Additionally, multiple data protection mandates have moved from a “nice to have” to a forced requirement to do business domestically and internationally for specific industries.

In the last year, General Data Protection Regulations (GDPR) and New York Department of Financial Services (NYDFS), have shaken up the compliance market by establishing with plans to enforce a set of requirements and regulations to ensure that organizations are establishing and executing on the steps necessary to protect sensitive data.

With additional media coverage and more breaches and ransomware expected to hit the landscape in 2018, companies more than ever have to start building business strategies around mitigating risk and focusing on protecting their brand.

Did you know:

Hackers attack every 39 Seconds, affecting 1 and 3 American businesses each year.

Average cost of a data breach in 2020 will exceed $150 million dollars.

United States loses $100 billion annually due to attacks.

Since 2013 there are 3.8 million records stolen each day, 158,000 per hour and 2,600 per minute.

Cybersecurity Industry will grow to $170.2 billion dollars by 2020.
Only 38% of global organizations claim they are prepared to handle a sophisticated cyberattack.

Ransomware attacks have increased and recent statistics show that 64% of American companies will pay ransom to get back their stolen files and 34% worldwide.

What does this mean for partners?

Channel Partners now have a great opportunity to drive impactful conversation with IT and Security leaders in order to drive more value as a trusted advisor. Organizations more than ever are seeking technology partners that can drive cross function conversations truly leveraging the impact of technology in relation to the overall business strategy.

A successful trusted advisor will achieve high level understanding of the client or prospect by asking a few key questions.

Understand the Client: Client size is one of the most important aspects of the cybersecurity conversation direction of whether your client has the ability to manage security internally or whether they need to leverage an outside organization to manage security.

Example Question: How large is your IT staff?

Follow Up Question: How many individuals of the above count are solely dedicated to managing security and compliance?

Why Security: Client requirements and understanding can be driven by understanding if the client needs to be compliant to a certain compliance agency, compliance framework or is the client using security to push a competitive difference ie. marketing.

Example Question: Does your organization comply with a specific security framework or compliance standard?

Follow Up Question: Are these requirements driven by your industry, customers or a nice to have?

Client Philosophy: Understanding why the client historically has kept cybersecurity front of mind vs the holistic of why the client is looking to improve their overall security posture is the goal.

Example Question: How have you secured against security and compliance risks in the past?

Follow Up Question: Has the organization have an executable security strategy in place today?

Impact of Security: A good understanding of the customer and what data sets they are looking to protect against is crucial in understanding the direction of the organizations cyber strategy.

Example Question: Do you know what your highest risk assets are today?

Follow Up Question: Are these asset risks defined by a quantifiable value?

Security Hygiene: Understanding the processes and procedures in place is crucial for understanding the client. Organizations may or may not have a documented process established (but they should), in addition to understanding the cyber program maturity and organizational best practices is key here.

Example Question: What processes or procedures are you performing today to ensure that you are staying on top of security and compliance goals?

Follow Up Question: Does your organization leverage outside validation?

Future Goal Statement: Clients are impacted daily by internal and external factors that will drive their overall security and compliance goals. Understanding the client’s holistic goals is crucial here.

Example Question: Where does your organization see yourself in the future when it relates to security strategy?

Follow Up Question: What is your execution plan in order to achieve these goals over the next 1-3 years?

Follow Up Question: What impact will this have on your brand or reputation if your future goals are achieved?

Now that I have an understanding of the customer. What’s next?

It’s now time to get engaged with the experts at HTG 360’s security team. Partners and Agents can send an email to and our HTG 360 staff will respond with the deal registration form. Within 48 hours we will approve, deny or more information required.

About HTG 360:

Headquartered in Scottsdale, Arizona, HTG 360 helps enterprise organizations uncover technology barriers to business growth. We have built a reputation for auditing, assessing, consulting, design, vendor sourcing, implementation, repair and remediation services globally. With customers in 90 countries worldwide, HTG 360 manages over 2500 locations with less than 0.015% churn. Our team of business leaders and engineers, use their unique blend of business & technology experience to solve our client’s unique challenges. HTG 360 offers an “All-In” “STACK” technology experience to our clients, truly defining what it means to be a “Trusted Technology Partner”. For more information about HTG 360, please visit us online at or follow us on Twitter @HTG360.


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