Don't Overlook SMB Security Sales Opportunities

Security experts say there are great sales growth opportunities for VARs selling to the vulnerable SMB segment.

Your SMB customers are especially vulnerable to Internet security attacks. In fact, the Symantec Internet Security Threat Report says that Microsoft Internet Explorer was targeted by 77% of all malicious attacks specifically targeting Web browsers. How many SMB customers do you have that use Explorer? Symantec documented 2,526 vulnerabilities in the second half of 2006, 12% higher than the first half of 2006, and a higher volume than in any other previous six-month period. The point is that Internet security threats are increasing, especially for SMB customers who tend to be more vulnerable than enterprise customers.

That vulnerability is due to the fact that many SMBs have yet to completely come to grips with the idea that they are targets. "As the larger enterprises become more prepared for attacks, SMBs are being targeted by hackers, phishers, and spammers on the belief that SMBs may be easier marks," explains Darrell Rodenbaugh, SVP of the global midmarket segment for McAfee. In addition, SMBs are generally unwilling or unable to hire full-time security specialists. "Our studies show that when an SMB reaches the size of 300 to 500 employees, it's time to make the investment in a security specialist," adds Rodenbaugh. Those customers with fewer than 300 employees are looking for help in installing and using security technology — creating opportunities for VARs.