The regulatory compliance market is set to become a great opportunity for security solution providers in 2006. Many of these providers are trying to take advantage of the compliance regulations for a variety of laws, including Sarbanes-Oxley and HIPAA, and other recommendations from the Federal Financial Institutions Examination Council and other state laws that help regulate leaks in data security.
Tom Gobeille, president and CEO of Network Computing Architects (NCA), a solution provider in Bellevue, Washington stated that 2006 will be the year of compliance. He encourages solution providers to look for smaller projects in this area to help build expertise so that when the market expands, they will be ready and qualified to meet the demands. If these companies get in beyond their comfort level, particularly in the security field, there can be serious liability issues for both the firm and the customer.
Other experts state that it is important for solution providers to partner with other VARs and makke their expertise and opportunities for compliance solutions available to all parties. Because clarifying new regulations can take a long time, compliance solutions can be complicated, and this is why communication between solution providers and other solution providers, along with clients is so important. There is no real way to address the complexities of laws and regulations because the whole process is so driven by the auditors.
Compliance regulations will continue to change, and solution providers can’t rely simply on selling the right types of software of hardware tools to help companies comply; therefore, educating customers on best practices is critical.
Compliance regulations are creating many issues for VARs, making them unenthusiastic about chasing after the new compliance opportunities because they are worried about lawsuits that might crop up if customers have difficulties as rules change. The way solution providers can get around this issue is by updating liability insurance to cover them.
Another challenge is that many VARs are discovering that customers want to split up the product and services aspects across many different solutions providers, which is making it confusing and difficult for consultants to properly implement and integrate systems. Developing partnerships with other solution providers could help ease this process and increase business.
Added By: Computer Consulting 101 Professional Kit