More experts in the field of business software are saying the security issues aren't necessarily the fault of any application or hardware. More than half the time, there will always room for human error. More specifically, it's errors within security practices. Your sales leads should do everything to help sales uncover these flaws because they can still undermine the work and quality of software systems like CRM.
Now securing CRM ranks very high in terms of priority. This is because the database within such a system contains sensitive information on customers that could be risky if they were leaked into the public (from passwords to even credit card information). And according to Ars Technica, passwords are already weakening not because of just software alone but because of bad security habits. Your sales leads should expose these habits or at least give a hint to your salespeople so that they can avert disasters during software implementation (and beyond).
The article cites Sean Brooks, a Program Associate at CDT. Here's one of his brief quotes on declining password habits:
“'The danger of weak password habits is becoming increasingly well-recognized,' said Brooks, who at the time blogged about the warnings as the Program Associate for the Center for Democracy and Technology. The warnings, he told me, 'show [that] these companies understand how a security breach outside their systems can create a vulnerability within their networks.'”
It is further hinted in the article that the problem's just getting worse:
“The ancient art of password cracking has advanced further in the past five years than it did in the previous several decades combined. At the same time, the dangerous practice of password reuse has surged. The result: security provided by the average password in 2012 has never been weaker.”
Generating sales leads isn't just about marketing and attracting interest. It's about getting information on the market (both on a general and an individual level) so as to help your company and your salespeople offer the right solution. And if articles like this mean anything, it could take more than your R&D department to provide countermeasures that protect CRM data. You shouldn't ignore the possibility of simple human error and bad security practices.
On that note, here are some things that your marketers can do to help determine the severity of bad practices. If you don't have the means yourself, you should at least outsource them:
- Surveys – Before marketing directly, ask feedback from your market community. Pose questions that aren't just about the software but their habits in accessing its data, how passwords are created, how they're changed etc.
- Events – You can organize webinars that increase awareness of common bad practices. You can also offer software appointments to customers who'd want your help implementing your suggestions.
- Website information – Tips and FAQs can be placed on your website regarding security practices. They can also contain questionnaires that help customers check themselves for problems.
Bad security practices could expose more vulnerabilities than flaws in the software itself. Your CRM software leads shouldn't neglect to check if potential problems may not be inside the computers but in the organizations using them.