Trading Value For Price In Security Software Purchases

June 22nd, 2020

Paul McKay VP, Research Director

Mark Bartrick Principal Consultant

Sean Ryan

Summary

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.

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