Ryals says the biggest challenge partners have in building a security services business is educating and investing in salespeople. “Pivoting their sales team to feel confident enough to sell security is a challenge. So we have a curriculum that is self-paced on demand on our levelup.techdata.com partner portal designed to help partners learn to speak the language of security.”
In addition to educating your sales team, Ryals advises, choose security solutions wisely. “Don’t invest in areas of security that your sales team is not going to be able to sell. Think about security as it would relate to the sales structure you have, because most partners … don’t have the capital to just go out and replace [their] entire sales team with a complex software security selling team.”
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