Security Software: What Buyers Look for…
By Angsuman Chakraborty, Gaea News NetworkWednesday, October 12, 2005
According to Forrester:
The majority of enterprises worry most about reliability when acquiring security technologies — thus, only 19% experience shaky deployments.
In contrast, just 13% consider cost a top priority when buying, which means that more than one-third suffer from implementation sticker shock.
To summarize:
To sell security software successfully focus on reliability and be flexible and reasonable about pricing.
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