Through the years I’ve come across partnerships that fail to have the right sales enablement tools in place. It’s common. Now, there are many factors related to the rise and fall of revenues, but if you can look back and know that your sales staff is equipped with the right information, it means less head scratching and building on what you know is a good foundation.

Selling disk encryption software is no easy feat. And thankfully our sales force and engineers are top-notch. But we can’t forget the value channel partners play in extending our reach into the market. (And if you’re one of them and reading this – thank you!) Partners don’t necessarily need to be experts in our product, but they absolutely need to know how to start the conversation and make introductions so that we can step in and jointly close the deal.

We too are guilty of missing the boat on sales enablement. But no fear! We’re currently working on new collateral for our partners on how to engage customers in a data security conversation. I’m excited about this because I know it’ll help provide our partners with confidence, clarity and maybe even some extra charisma. As my CEO always tells me, data encryption software is actually pretty freaking cool.

Has your organization suffered a data breach as a result of losing a notebook?