It seems like every other day, there’s a new product on the market that will solve all your cybersecurity woes. Whether you’re in the midst of acquiring a new company or consolidating your vendors, deciding which security vendor will grow with your business is a key decision for your future reputation. How do you decide which security vendor is right for you? Do you stay with the one you know and trust, or do you branch out and try something new?
Deciding which security vendor is right for you is a matter of knowing what your customers want and need from your business and knowing the future direction/goals of your business. Regularly assessing the alignment of your business with your vendors' offerings gives you two advantages. It ensures you’re taking advantage of your existing vendor relationship and it causes you to identify gaps between what your business needs and what your vendor offers. If there is a gap, you have the opportunity to leverage your existing vendor relationship to get it, or you could shop around for another vendor who does offer what you need.
Leverage Your Existing Vendor Relationship to Get What You Want
As a business owner, you know it’s crucial to always keep your company attractive to customers. Vendors know and are concerned about this too. If your security vendor isn’t offering the services your customers or future business needs, then the vendors will want to know. And it’s your opportunity to leverage your existing relationship to get what you want – whether it’s increased value, enhanced cybersecurity, or cutting costs.
MSPs that have built strong security vendor relationships are in a unique position to negotiate for better terms. After all, vendors want to keep their partners happy and engaged, so they're more likely to be open to your requests. First, start by assessing your current situation and then making a list of your top priorities. This will involve some effort on your part to strategically plan for your future business, but it’s totally worth it.
From there, reach out and request meetings with your account manager or vendor relationship manager to discuss how you can get what you want. Listen to what your security vendor has to say. They may have new security solutions or products that you may not be taking advantage of, which could transform your business.
It's important to be clear and specific about what you’re looking for, as well as why the vendor is the best option for providing it. MSPs should be prepared to offer something in return – such as an exclusive contract or commitment to purchase a certain amount of product each year. By taking advantage of the existing security vendor relationship, your business can get what you want and improve your bottom line.
Identify the Right Vendor for Your Future Business
As you know, just because you’re comfortable doesn’t mean you shouldn’t consider other security vendor options. The cybersecurity landscape is constantly changing, and what worked for you in the past may not be adequate for your business needs today or in the future. That’s why it’s important to periodically assess your security vendor(s) to make sure they are still the best fit for you and your customers.
If you have had a conversation with your vendor(s) and it’s clear that they are no longer aligned with where you want to grow, then it’s time to search for the right vendor for you. After all, finding a comprehensive security tech stack can really optimize your business.
Once you’ve narrowed your search to the vendors who offer the security tech stack you need. It’s time to evaluate which single vendor covers your currents needs and will grow with you to solve your future needs. Gartner predicted that one vendor, one platform would be the future for cybersecurity. So, identifying a single security vendor who offers a unified comprehensive platform that easily integrates with your other business processes will be key.
There’s no right or wrong answer when it comes to deciding whether to stay with your current security vendor or switch to a new one. Ultimately, it’s up to you to decide what’s best for your company. But by periodically reassessing your needs and doing your research, you can be sure you’re making the best decision for your business.
Author Diana Harter is audience marketing manager at WatchGuard Technologies. Read more WatchGuard guest blogs here. Regularly contributed guest blogs are part of ChannelE2E’s sponsorship program.
