Do you have an established budget for the data storage security project?
Budget is a tricky subject, but critical to make sure that business closes properly. Budget and need are intimate bedfellows. Where need has been determined, budget will follow. This does not mean that if the client does not have an established budget for the data storage security project, that budget is not available. Demonstrating that data storage security will have a direct impact on profitability or mitigating the flow of competitive information to unauthorized parties can be significant enough motivation to establish a priority for the project.
Recently, while presenting a data loss prevention solution to a large engineering firm, the client had expressed up front that they had no budget for the technology being proposed. Yet, they stated that if the assessment tool offered by the vendor conclusively identified that secret company data was located on unauthorized internal storage resources, such as workstations or unprotected server directories, that the checkbooks would come out. The value of establishing need trumps the fact that there may not be an established budget. A discretionary budget may show up if you show that there will be a significant impact on the bottom line.
This was first published in March 2008