Top Barriers to New Security Sales

Author: John Honovich, Published on Mar 30, 2015

Only 25-30% of both integrator and manufacturer sales are to new customers, according to new IPVM statistics.

Many integrators and manufacturer struggle to find new customers.

However, the barrier to those new sales, according to those groups, are fundamentally different.

In this note, we examine what is the top barrier for integrator and manufacturer new sales.

**** **-**% ** **** ********** *** ************ ***** *** ** new *********, ********* ** *** **** **********.

**** *********** *** ************ ******** ** **** *** *********.

*******, *** ******* ** ***** *** *****, ********* ** ***** groups, *** ************* *********.

** **** ****, ** ******* **** ** *** *** ******* for ********** *** ************ *** *****.

[***************]

Manufacturer - *******

*** **** ** *** / ****** ******** *** *** ***** top ******* *** *************. ** *** ********, *** ************ ********** about *** **** ** ***** / ********* / *****.

Integrator - *****

*********** **** *********** *** ****** ******** ** *************. ****** ** integrators ***** ******** (****, ***, *** ** ***) ** * barrier ** **** *** *********. *******, **** *** **** *****, integrators ***** *** **** ** ***** *** *** ************ ** finding / ******** *** ** *** ********* ** *** *** barriers.

Integrator **********

**** *********** ******* ** *** **** *** **** *****:

  • "*** ********.... **** *****"
  • "********* ***** ****** ***** ****** ** ********** **** *****, *** this *** *** *** ******- **** ** ******* **** ****** vs ****** ******."
  • "***** **** ********** ** ********** *****."
  • "******** **** **** ******* **** **** ****** ****** **** *******."
  • "** * *** **** **** ** **** ********** ******* ** myself **** ***** ** ****."
  • "***** **** *******?"

*******, ** ******* ****** *******, *********** ************** ******** ** ***** **** **** ********* *** personal **********.

** **** ***, **** *********** ********** *** **** *** **** marketing:

  • "********* ** *** *****."
  • "*********** ***** **** *** * **** ********* ********."
  • "** **** ********* *** ********* *********** ****** *** ** *** displaying ** **** ***** *****."
  • "*** **** ********** **** ***********, ********* *** ***** ***** *****."
  • "** ** ******* *** **** **** ** ********* ** ***** probably **** ***** ** *** ********."
  • "**** *********** -**** ***** *****."

*******, *********** ****** **** ***** ******:

  • "* ****** ***** *****/*** ******* ** ******* **** ****** ***** help ** *** **** ********."
  • "********** *** **** ********* ***** *********."
  • "** **** ** **** **** ****** ** *** **** *** be ** ***** ** *********, ******* ** **** ****."
  • "****** ****** *********** ***** **** ****."
  • "******** *** ***** ***** ******* *** *** ********."
  • "*** ******* ****** ** *** *** ******. **** **** ** the ****** ***** ******** *** ****** ** *** ********."

Manufacturer **********

************* ********* ********* / ********** *** **** *** ****** ** new ********: 

  • "********'* ****** ********* ******** ** *** **** *******. *** * can ** ** ***** ***** *** ** ****** ** ****** than *** ******-********* ******* *** *** **** **** ******."
  • "****** *** ******** *** / ** ******** *** **** ***** new *******."
  • "** **** **** ********************."
  • "**** ****** ******* *** ** *** ** *** ****** *************** ** our ** *********"
  • "*** ******** *** ******** ******** ***** ******** ********* **** *** most"
  • "*** ***** ***** ************ ***** **** **** ******* *** ********."

Manufacturer / ********** *************

** ** ****** **** ************* *** ******* *** ****** ******** but *********** **** **** **** ***** / ********. ******, ******* manufacturers *** **** ***** ********** ******* **** ******* **** *******, as ************* **** ** ** ****** ** ******* ***** (****** budgets, ****** *****, ***.). **** ***** ** ******** ********** *** more ****** *********** ** ******** *************.

Comments (2)

"...******* ************* *** **** ***** ********** ******* **** ******* **** sharing, ** ************* **** ** ** ****** ** ******* ***** (bigger *******, ****** *****, ***.). **** ***** ** ******** ********** and **** ****** *********** ** ******** *************."

******* ***** -- ** ****** ***** **** *** **** *** bring **.

"** ** ****** **** ************* *** ******* *** ****** ******** but *********** **** **** **** ***** / ********. ******, ******* manufacturers *** **** ***** ********** ******* **** ******* **** *******, as ************* **** ** ** ****** ** ******* ***** (****** budgets, ****** *****, ***.). **** ***** ** ******** ********** *** more ****** *********** ** ******** *************"

** ** *** **** ****** ********- ** ** **** ** the ******* *** *** *****...

************* ***** *** ***** ******** **'* *** **** ****** **** and **** ** ********* *** **** **********. ***** ***** **** leads (** *** *** ****** ** *** **'*), *** **** also **** *** ********. *** * ***** ** *** ** one ****.

*** ******* ***** ** **** *** **** ** **********, *** that ** *** *** ***** ***** ***** ******* **** **** groundhog *** **** * *********** ** ******** ************. **** ******** in ***, ****** ********** *******, *** ******* ******* ************ ***'* be *** ******* **** **********...

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