Are You Profiting from the Demand for IT Security Solutions?

It seems like every time you turn around, a new device or technology is capturing the attention of the business world (as well consumers). Unfortunately, each seems to bring with it a new IT security threat requiring additional diligence on the part of users, and expertise from channel partners. Take Apple’s iPad as a prime example. Before it had even launched, concerns were circulating about its weak Wi-Fi encryption, lack of device wipe features, and susceptibility to malware through the iTunes store. The recent theft of personal information from 114,000 AT&T users only added to the security concerns. With the magic and popularity of the iPad (more than 3 million sold so far), it is only a matter of time before these devices start to hit most businesses’ security radar. Fortunately for solution providers, this crisis may also be a significant opportunity. Security weary businesses are increasingly receptive to network and data protection solutions. In fact, according to a recent CompTIA SMB IT Spending Trends Study, IT security spending accounts for 11% of a business’s overall technology budget, up from 10% in 2009 and 8% in 2008. When you add the constant pace of change in the IT industry to the equation, it’s apparent that businesses need a higher level of security proficiency from their solution providers. For many VARs and MSPs this business opportunity is enticing, but can also be overwhelming. While the demand for security support is escalating, many don’t know how to tap into that segment. Fortunately, CompTIA has developed substantial resources to support solution providers who want to make the jump into the lucrative world of IT Security.

One such resource is the CompTIA Security Trustmark. Earning this business accreditation helps solution providers achieve a security practices standard around their service and support business competencies. The CompTIA Security Trustmark is a vendor-neutral organizational credential based upon industry accepted best practices concerning IT security capabilities and processes. Earning this accreditation requires that a solution provider submit to a review of their security practice. The benefit they receive from holding the CompTIA Security Trustmark is two-fold: it assures customers that the company follows industry best practices, and validates their experience in evaluating diverse client environments and recommending the appropriate changes to ensure maximum protection.

If you’re more interested in simply learning how to position security as a mission-critical service offering, CompTIA also offers a series of relevant Educational Videos-On-Demand. These recorded sessions cover topics including ethical hacking, steps to implement a security plan and communicating the value of security to customers. You can also check out the CompTIA Member Resource Center, which offers articles, checklists and related information to help craft a security portfolio.

There are also a number of research studies available that focus on the IT security segment. One report of importance when educating your customers on the importance of implementing security solutions is the “VAR Insights into Client Security Flaws” report. This presentation outlines the common security mistakes made by businesses, and the reasons why many don’t properly address them.

Finally, CompTIA also engages industry leaders in an IT Security Community focused on the specific challenges and opportunities in computer protection technologies. This group of thought leaders develops security-specific best practices, education programs, industry standards, and member-driven initiatives. The current agenda included drives to:

• Develop industry standard security code of ethics


• Create compliance and regulation education materials for end users


• Identify security issues related to new technologies


• Develop security specific education tracks


• Create and implement awareness plans for the CompTIA Security Trustmark and the CompTIA Security+ certification


• Establish continuing professional education requirements

For information on joining the security community send a note expressing your interest in the security community to [email protected].