Adopting a Zero Trust Network Access (ZTNA) model is a crucial step for modern enterprises, yet many customers hesitate. While the limitations and risks of traditional VPNs are well-documented, the path to ZTNA can seem filled with obstacles.
For partners, understanding and addressing these common concerns is key to guiding customers through this critical security evolution.
#1 Foundational preparation feels overwhelming
Customers often worry about the scale of the initial groundwork. Acknowledge their concerns but reframe the preparation as a valuable, phased process rather than a single, massive hurdle. Explain that this foundational work is also an essential activity for improving overall security posture, efficiency, and compliance.
#2 Resistance to changing legacy workflows
To overcome the fear of workflow disruption, position ZTNA as a way to enhance user experience. Unlike VPNs, ZTNA delivers direct, frictionless access and supports BYOD and third-party devices with agentless options, minimising disruption and boosting productivity.
#3 Misunderstanding zero trust
Some customers believe enabling multi-factor authentication (MFA) is the same thing as zero trust, which leads them to underestimate security gaps and question the need for a comprehensive ZTNA solution. Educate customers about the true meaning of zero trust and how a solution like Symantec ZTNA is a critical component of a complete SSE solution.
#4 Concerns about poor user experience
Many business leaders expect security controls to add friction. Let them know that Symantec ZTNA is a cloud-native service built on Google Cloud infrastructure, providing a better, faster, and more reliable connection than a VPN.
#5 Shadow access risks
Users may bypass security if solutions are clunky. By offering fast, direct access, ZTNA becomes the path of least resistance, reducing shadow IT risk while maintaining full visibility and enforceability.
Get ahead of these common objections, and you can transform them into opportunities, positioning yourself as a long-term strategic advisor.
Reach out to your Arrow representative for more information on the ZTNA opportunity and the benefits of joining the Symantec Partner Program.