Security Sales Made Simple: Outsourcing Due Diligence Tips and Strategies

Businesses in the security sector are choosing to outsource their sales departments to ensure they can meet demand. A well-structured strategy in choosing an outsourcing partner is critical to success.


November 24, 2023


Insights, Global

Revenue in the Security Services market is projected to reach USD 87.97B by the end of the year. Revenue is expected to show an annual growth rate (CAGR 2023-2028) of 5.45%, resulting in a market volume of USD 114.70B by 2028.

With an increased demand for security services, businesses in this sector are choosing to outsource their sales departments to ensure they can meet the scaling demand. Credico, a leading broker of direct sales, supports businesses in this sector and highlights the key benefits as:

  • Cost-effective new customer acquisition
  • Specialized sales expertise
  • Flexibility
  • Security firms keep internal focus on core competencies
  • Risk mitigation
  • Global coverage and scalability

When a security company is considering outsourcing various aspects of its operations, it’s essential to approach it with a well-structured strategy.

How can companies make security sales outsourcing simple and successful? Credico is here to provide some tips to help with the process.



Firstly, consider the expertise of the partner you choose. It’s crucial to assess their expertise and experience in the specific security services you offer.

Security industry partners must have a comprehensive understanding of the latest security technologies and best practices. How do companies discover this information? Investigate the partner’s reputation. Look for any awards or certifications that highlight their professionalism and work ethic.

You can also ask for references from previous clients who can offer testimonials and vouch for the company’s ability to deliver high-quality security sales. The personal experience of someone who has used a service provider is worth its weight in gold, so research is key when searching for the right company.


Cost and budget

When considering outsourcing, it’s good practice to conduct a cost analysis to ensure that it is indeed more cost-effective than in-house solutions. This analysis should take into account various factors such as:

  • Salaries
  • Benefits of in-house sales personnel
  • Training and development costs
  • infrastructure and technology investments
  • Ongoing expenses

However, it is important to consider not only the immediate costs but also the long-term costs associated with outsourcing sales in the security sector. While outsourcing may seem more affordable initially, hidden fees and unexpected expenses can arise over time.

Businesses should carefully review the terms and conditions of the outsourcing agreement to identify any potential additional costs to ensure it fits with the assigned budget.

Businesses should also consider the potential impact on their bottom line if the outsourced security sales provider fails to meet the desired sales targets or if quality is reduced.


Data Protection and Confidentiality

When security companies outsource their sales processes, it’s vital for them to establish strong data protection and confidentiality agreements. These agreements should clearly outline the responsibilities of both parties and provide guidelines for handling and storing data securely.

To add an extra layer of protection, Credico recommends that businesses should implement encryption and access controls for any data shared with the outsourcing partner, as this ensures the highest level of confidentiality and security possible.


Risk Management

How does your company manage risk? When outsourcing, it is essential to identify potential risks that may arise and develop a comprehensive risk management strategy to mitigate them. What does this involve?


1. Thoroughly vet potential vendors

As we mentioned earlier, before outsourcing security sales, it is crucial to carefully assess and validate the vendor’s expertise. How can this be done?

  • Comprehensive background checks
  • Reviewing customer feedback
  • Reading testimonials
  • Evaluating their financial stability


2. Clearly define expectations

It is essential to establish clear and measurable expectations. This includes defining sales targets, key performance indicators (KPIs), and service level agreements (SLAs) so the vendor fully understands and agrees to meet the organization’s specific requirements. SLAs and contracts should include:

  • Response time
  • Sales conversion rate
  • Sales targets
  • Quality assurance
  • Training and knowledge transfer:
  • Confidentiality and security
  • Contract termination

It should also include provisions for data protection and compliance with applicable regulations.


3. Regular monitoring and reporting

Establishing a robust monitoring and reporting system is necessary for accountability purposes. Regular review will allow businesses to implement any changes that need to be implemented for both parties.

By taking a proactive approach to address these risks and carefully planning for potential challenges, businesses can create an efficient and secure outsourcing experience.


Communication and Collaboration

Communication and collaboration are key components for successful outsourcing in security sales. What can businesses do to ensure smooth operations? Regular updates can be implemented through:

  • Weekly or monthly meetings
  • Email updates
  • Progress reports
  • Collaboration meetings

By keeping all parties informed and on the same page, potential issues can be identified and resolved promptly. Collaboration between your in-house team and the outsourcing partner fosters good connections and a harmonious working environment.


Scalability and Flexibility

Credico understands that as businesses evolve and grow, their needs may change, meaning that outsourcing arrangements must adapt accordingly.

Whether there is a need for increased sales support or a reduction in resources, the partner should have the flexibility to scale up or down as required. The partner should be willing and capable of adapting to the specific requirements and preferences of the company. Establishing this requirement early on, through frank discussions and clear SLAs, will reduce misunderstanding when changes are required.


Quality assurance

How do you ensure that your outsourcing partner is delivering the desired results? By implementing effective quality assurance processes. What does this involve?

This involves monitoring and evaluating the performance of the outsourcing partner regularly. Conducting periodic audits and reviews further strengthens the quality assurance process, allowing you to verify if the outsourcing partner complies with the agreed-upon standards and procedures.

These audits can also uncover potential issues or discrepancies, enabling you to address them promptly and ensure that the quality of the outsourced security sales remains high.

Credico advises regularly evaluating the compliance of your outsourcing partner with established standards. Compliance with data protection and customer privacy standards is vital to maintaining your clients’ trust and safeguarding sensitive information.

These audits serve as a check to ensure that the outsourcing partner is following the necessary protocols and procedures, reducing the risk of any legal or reputational consequences.


Geographical considerations

Several factors need to be considered when assessing the geographical location of an outsourcing partner for security sales. What time zone are they in? Is there sufficient overlap in working hours between the two parties? For example, if the outsourcing partner is located in a time zone that is drastically different from the company’s headquarters, it may lead to significant challenges in coordinating meetings and addressing urgent issues.

With more hybrid working and location-independent options, many companies have a diverse workforce. While this should be celebrated, language barriers can sometimes impact effective communication. Therefore, the outsourcing partner must have a proficient command of the company’s primary language(s) to avoid miscommunication and misunderstandings.

Geopolitical stability is yet another critical factor to evaluate when choosing an outsourcing partner. The political climate of the partner’s country should be analyzed to ensure it is stable and favorable for business operations. Instability or unrest in the region can lead to disruptions in the outsourcing agreement, potentially affecting the security of the sales process.

There’s no doubt outsourcing security sales can be an effective way for businesses to offset some of their operations, scale at a controlled rate, and increase efficiency. However, carefully consider the specific needs and goals of the business before deciding to outsource. For guidance on outsourcing and to explore if Credico is the right outsourcing partner, get in touch.

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