Trading Value For Price In Security Software Purchases

Price is the key focus for security leaders across all organization sizes and types when negotiating security software purchases through a channel partner. Less than one-third of security software purchases across on-premises- and software-as-a-service-based security controls involve transacting with a vendor sales representative. While securing value for money is critically important, security leaders often leave other valuable elements — such as contractual flexibility, value-added professional services, training, and enablement — on the negotiating table by focusing too much on price.