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Thursday, January 11, 2007

Selling Fear

It is difficult to sell security services. When there is a breach of security, the security man is blamed. When there are no breaches of security, the security man is seen to be a waste of time and money.

It is even more difficult to sell information security services, as we cannot see many of the services rendered. They are mostly management processes, and computer and network settings.

Many information security service salemen sell by emphasizing the dangers of cyberspace. In other words, selling FEAR.

Selling FEAR is not a pleasant experience, as nobody likes to feel fearful. In fact, FEAR is the mere absence of LOVE. That is to say, when one experiences the absence of LOVE, one FEARs. :)

I prefer to sell benefits. We can only benefit from the information age, only if our information is secure. That is plain and simple.
Now do you feel better already? Better than someone selling you the awful thought of your information system crashing down and the conspiracy of the whole world lurking in the dark to victimise you? :)

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