When the news first came through about lockdown, my heart sank. How was I going to maintain sales engagement and momentum with partners, especially the ones I’d only recently taken on and did not know well? Navigating these personal relationships, from sales floor to boardroom, is challenging at the best of times. In many ways, the weeks and months that followed proved my initial feelings both right and wrong.
On the one hand I was right to be nervous: the role of the Channel Account Manager (CAM) has been impacted significantly by pandemic-related events over the past few months. However, with the right approach, the right team and the right product set behind you, it is possible to pivot to success amidst unprecedented change.
Sometimes information security can be a frustrating job. You can install the latest whizz bang security solution, create a water tight perimeter and arm yourself against the most insidious targeted attacks, all backed up with rock solid policies. But in the end, enterprise IT security is only as strong as its weakest link, and unfortunately that usually means your employees. Continue reading →