Special Reports

Security vendors make margin improvements but face upsell challenges



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Vendors in the cybersecurity market continue to prosper. TBR benchmarks the business performance of more than two dozen security vendors and recently noted that security revenues are increasing at double-digit growth rates, security operating margins are improving, and security customer bases are expanding for the average security vendor. However, revenue per customer has stalled, indicating limited success in these vendors’ upsell and cross-sell efforts. TBR’s Portrait of a Typical Security Vendor infographic illustrates the changing fortunes of an average security vendor and foreshadows a new business environment that will require vendors to make spending and ecosystem adjustments to maintain their growth and margin performance.

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