As MetaCompliance Channel Manager, I am constantly talking to our partners about InfoSec Awareness and the opportunity that it presents for the channel. As InfoSec Awareness is becoming recognised as a growth sector, the conversations have been changing, and they are now more focused on how businesses can integrate infosec awareness into their Risk and Compliance strategies. So, I thought I’d share some of points in those conversations….
The first step in understanding where infosec awareness will fit in a partner’s “go to market” strategy is an acceptance of some key truths.
Take the concept of employees as a “human firewall” (thanks Pete Wood, and whoever allowed you to borrow that idea originally). Right now, most customers would say that they would love to achieve the “human firewall” and have their people “on the ball” when it comes to real data protection.
Educate employees as to the tangible consequences of lax infosec practices (high costs, loss of revenues, frozen salaries, suspended bonuses, even job losses) and they will be more than happy to participate. The problem is corporate commitment. A lack of executive backing results in companies failing miserably at implementing even the most basic of InfoSec Awareness programmes. Without the backing from on high it’s difficult to cut through the corporate inertia.
However, that’s where the real change is occurring. Whilst the fines from the ICO are a major stimulus, there is a growing acceptance that the reputational damage caused by a compliance incident is a real financial threat to the organisation. Once Executives accept this proposition, they realise that they need to work on changing the culture of the organisation in order to mitigate these compliance risks.
That’s where MetaCompliance comes into its own. InfoSec awareness technologies will fit nicely into the gap between consultancy and product in any channel business. They are perfect for resellers pursuing a more “value add” strategy that generates services and product margin.
For more information on MetaCompliance and the MetaPartner programme, please contact Lynn Jennings on 0207 917 9527 info@metaCompliance.com.