"Fear" doesn't sell in SMB/Owner-operated businesses as well as it does in Enterprise. Most security selling is "Fear" based. SMB looks at potential post-event

"Fear" doesn't sell in SMB/Owner-operated businesses as well as it does in Enterprise. Most security selling is "Fear" based. SMB looks at potential post-event loss vs cost of buying a preventive security solution (Reducing losses). Most security solutions are not priced as insurance premium are determined. The ROI of security solutions is not compelling for SMBs. That is why security solutions targeting SMBs don't succeed.