With confused customers holding back spending, resellers must look at the big picture if they are to succeed in selling security, according to researcher IDC.
Despite an increased awareness of the risks, the analyst maintained that there is a shortfall in understanding of the products available.
IDC predicts the market to grow from $1.9bn in 2001 to $5.9bn in 2006, but analyst Martin Canning said that companies attempting to provide security services may struggle as a result of a lack of understanding, as customers are unsure about the risks they face and are confused by vendor messages.
Canning explained that the security industry is at a critical point and players in the security services market must re-examine their positioning messages.
He said that the relatively low willingness to spend on security services is putting pressure on security services firms, and many will not survive.
"While the long-term prognosis is positive, and high awareness levels bode well for the future, IDC believes that the market has reached a critical juncture," he said.
Bernie Dodwell, sales and marketing director at security distributor Allasso, agreed with IDC's assessment.
"Security is like a jigsaw with many interconnecting parts that need to be looked at individually and as a whole," he explained. "People are aware of the risks but they are only looking at the risks in one area and not as a whole."
Dodwell stressed that resellers must evolve their offerings. "Resellers must develop a consultancy and risk management role rather than just selling a product to solve an individual security problem," he said.
"There are lots of resellers that are good at one part of the jigsaw, and part of our role is to educate and train resellers in the wider picture."
Cotton seedling freezes to death as Chang'e-4 shuts down for the Moon's 14-day lunar night
Fortnite easily out-earns PUBG, Assassin's Creed Odyssey and Red Dead Redemption 2 in 2018
Meteor showers as a service will be visible for about 100 kilometres in all directions
Saturn's rings only formed in the past 100 million years, suggests analysis of Cassini space probe data
New findings contradict conventional belief that Saturn's rings were formed along with the planet about 4.5 billion years ago