Security sales are accelerating across the industry. As a technology advisor why aren’t you seeing this growth?

I have heard several technology advisors discuss how they are having difficulty gaining traction with security. While we are trying to open doors and have security conversations with businesses many of us are only using "security" to do so and this is a fundamental mistake. The reality is that a majority of security sales are uncovered during the discovery process of a solution other than security. Many times, customers are discussing there needs for SDWAN, Cloud, Applications, Voice & Collaboration etc. when the need for additional security is being discovered. It is still important to have security lead conversations, but to really see the growth that the industry is experiencing we have to learn how to tie security into every technology conversation we have. This is surprisingly easy to do, and by learning this you will be able to rapidly accelerate your security sales.