3. Legal discovery
In large enterprise, legal cases can involve billions of dollars and having the right protection is important – especially if you are being forced to hand over documents as a result of discovery.
“From my point of view the number one threat is around discovery and not being able to locate the copy that is on the mobile device,” security executive at IT services provider Logica, Ajoy Ghosh, said. “Basically, in response to discovery or any other legal matters the corporation is required to provide all versions of the document that meets certain criteria. Time and time again what we are seeing is there is one version typically on one of the executives’ BlackBerry or mobile devices and for whatever reason that isn’t being searched and produced.
“That creates a number of problems; if you don’t comply with discovery there can be pretty stringent sanctions, the least of which is the company is then required to provide all documents to the other side.”
Tips and tricks
With MIDs bringing a new angle to the security game, RSA regional channel manager, GAVIN JARVIS, provided these broader tips to keep the channel ahead of the curve:
1. Many customers want to work with fewer vendors with broader security offerings and who can provide a holistic approach to IT security. Budget justifications are trending towards risk factors throughout the information infrastructure – so resellers should consider the wider business implications for their customers and position themselves as partners for growth, not just maintenance and renewal.
2. Resellers need to clearly define how they differentiate themselves from the competition, focus on their core strengths, have a firm understanding of their target customers and prospects and then align themselves to the opportunities in the market.
3. Take advantage of partner programs that are designed to reward you as befits your level of commitment. Resellers have the opportunity to earn healthy rebates and make more margins if they invest a bit of effort to become active partner program members.
4. Make the most of what vendors are offering in their partner programs as many include access to discretionary marketing funds – why not tap into these resources especially if you’re looking for assistance with lead generation and brand awareness.
5. Consider building up a portfolio of joint vendor-customer reference and case studies that will not only build credibility with your customers and prospects, but improve your brand strength in the market.
6. Keep your sales engineers and technical staff up to speed with access to continuous training and education for the latest IT solutions (that are relevant to growing your business), so they can address your prospects and customers knowledgeably.
