Security changes often, but old excuses don’t.
By Steve Pitcher
I had a great conversation with one of our salespeople a few weeks ago about the challenges of selling the value of IBM i security services.
Me: “Do you have ADT home security at your house?”
Me: “Why not?”
Salesperson: “I’ve never had someone break into my house.”
Me: “That’s why it’s a challenge to sell computer security solutions.”