Value in Security? It Takes a New Level of Collaboration
Today we are releasing a series of video interviews that took place in Seattle in the first quarter of this year before the Great Conversation in March. It introduces a global information technology company, a security integrator, a product technology company and risk consultancy reviewing their efforts over the last year to redefine how they engage their clients.
The first interview with the CEO of Aronson Security provides the framework for the rest of the interviews. Aronson questions the term 'integration' in the interview and suggests that collaboration must be a competency inside a vendors organization.
One of the statements Aronson makes is counter-intuitive to most integrators. "It is our job to be a collaborative partner," he said. "To provide services in the steps our clients need to take and to be fully informed of the results of those steps. And we need this before we can be trusted to advise and implement security technology."
With that last statement, the tectonic shift in the security integration market. It is no longer a good or effective business strategy to throw specifications over the wall to an integrator. They are paid to understand before they can advise. They must advise and strategize with you on your long term roadmap before they can design and build. Security solutions must be architected. And that requires knowledgeable and collaborative partners throughout the process from risk to integration services.