Risk – motivation to buy

January 23, 2009 — Leave a comment

Risk is a powerful motivator – the fear of losing something.  A recent VARBusiness study showed numerous projects on hold, resulting is sluggish sales.   Ziff Davis posted an article on the vendors most likely to cut out their channel as a self-preservation measure!  These are bad signs – so how do you continue to attract the attention of economic buyers?  Risk can do it.  The threat of data loss and down time is real, and some simple analysis can justify increased budgets along with faster sales cycles.  Yesterday’s post on infected websites is just one example demonstrating the need to take action.  Today’s podcast found at http://dstelzl.podbean.com/ begins a series on using risk to drive projects.  While I do talk about driving security initiatives, it’s not all about selling security product.  Rather, we cover the concepts of using risk to drive all types of projects.  Check it out by clicking on the link above and subscribing to “Premium Content” on the right-hand side of the page.


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