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You need to connect with the CIO or IT director, of course, when you are selling a solution. Also, you’ll need to show the CFO the value to what you are proposing. Getting a new system’s ticket punched by these two executives is standard practice in IT sales. But, there may be another angle. If your client has a risk manager and you don’t know him — find a way to get on his calendar.

We’re still pretty early in the millennium, but if the first decade is any indication, the next thousand years will be the domain of the risk manager. Financial busts have become commonplace, and natural and manmade disasters (including those resulting from terrorism) have caused profound loss. With these threats looming, businesses need to conceive of a broader set of business continuity/disaster recovery solutions than they did in the past — while also gauging the systems and applications needed to help them identify, monitor and remedy financial risk.

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According to Forrester Research, you should expect some major changes in how Chief Information Security Officers – and other IT risk and security professionals – will support their business users next year. Even with the economy showing some signs that it has stabilized, memories of the financial crisis have yet to fade.

IT departments around the world are developing and implementing capabilities to address new internal policies and are readying themselves for regulatory changes currently in the pipeline. Since regs lag the business environment, we have yet to experience this second act in the financial crisis saga.

Below are four ways IT risk and security are expected to change next year. Watch these trends, and contact enter:marketing to plan and execute client outreach programs on these themes.

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