Selling the Dream

OK, pop quiz time. How easy is it to sell security? I don’t mean sending blokes with thick necks around to shops offering “protection”, I mean the type of application security we all know organisations need but many quibble about spending money on.

Many readers would be very familiar with Return on Investment calculations (ROI). This methodology proves to be fairly common in IT. You work out how much a widget might cost, work out how much it might make you (or save you) and there you have your return.

The problem with security software is that the purchase cost is easy. The difficulty is working out the potential savings.

I have some ideas, but would be interested in any comments you may have before I start chucking these around…