Security Sales & Integration October 2021 - 41

designed to meet the unique needs of security
companies based on how they do business,
making those solutions as close as possible to a
custom solution.
From an operational perspective, a purpose-built
solution reduces cybersecurity risk.
Several off-the-shelf solutions available today
have been used as launchpads for attackers,
who can not only take down your systems, but
also access and attack your customers. With a
purpose-built business management solution,
the footprint of accessible data is smaller. This
is by design. It has exact functionality, never
overstepping, and doesn't include other miscellaneous
modules that you're not using.
Finally, there are the hidden factors that companies
may not realize initially. These come to
light over time, though. One of the most easily
overlooked areas is who owns the data in your
system. You may mistakenly believe you own
the data in the system you're currently using.
However, many out-of-the-box solutions don't
give you full ownership of the data, and when
it comes time to switch, you may not be able to
take that information with you.
solutions must cater to the needs of a wide variety
of business types.
If your business has unique processes or
workflow features - and it almost certainly
does - an out-of-the-box solution may leave
functionality gaps. What's more, many won't
allow for any kind of customization. If customization
is an option, there are often associated
fees. Sometimes, however, you won't
see these upfront, meaning your total cost of
ownership (TCO) may be higher than you
originally estimated.
A purpose-built solution can be implemented
to include specific reporting and KPIs. These
will give you insight into industry specific metrics,
showing value and better measurement
against industry standards. For example, there
are industry specific solutions that have been
securitysales.com
2. Using Business Intelligence to set KPIs:
Today's businesses are getting better at using
data to make decisions. In fact, it's become
critical. Collecting data and making it visible
can help you to run a more successful company.
With features such as intuitive dashboards,
business analytics tools and data mining, businesses
have access to more insight for smarter
decision making. Many businesses miss opportunities
(and threats) because of obscured line
of sight. Thorough data that's compiled in a
smart way can give companies valuable insight.
▶ Identifying issues that contribute to dissatisfaction
and attrition - Customer and operations
data can assist in identifying issues that
may be affecting your business. For example,
these might include reasons customers aren't as
satisfied as they could be. They may even include
reasons customers are looking elsewhere
for security services. Finding and correcting
these problems can improve customer loyalty
and growth.
▶ Finding opportunities for innovation and
upselling - Similarly, those same data-based
insights may help you to find paths forward
for your business. You may be able to identify
a class of customers that are primed for an upsell.
Alternatively, you may discover a way to
The message
needs to be
consistent
and focused
on improving
efficiencies,
increasing scale
and driving other
ROI-related value.
OCTOBER 2021 Security Sales & Integration
41
WRIGHTSTUDIO/STOCK.ADOBE.COM
http://www.securitysales.com
Security Sales & Integration October 2021

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