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Objections, Utilizing Excuses",{"rendered":11,"protected":468},false,{"rendered":11,"protected":468},{"_acf_changed":468,"footnotes":11},[472],25,[474,463,475,476,477,478],"post-10983","type-blog","status-publish","hentry","category-sales",[480,486],{"name":481,"id":482,"fields":483},"acf\u002Fwysiwyg","acf\u002Fwysiwyg_6af3fe81993c2",{"variant":484,"border":468,"wysiwyg":485},"default","\u003Ch2>6 Tips for Overcoming Obstacles in the Sales Process\u003C\u002Fh2>\n\u003Cp>Sometimes it is enough to drive you crazy: we have done everything to tailor the offer to the customer’s needs. All discussions went well, and yet an objection arises.\u003C\u002Fp>\n\u003Cp>We assume that you have done everything right so far, that your offer is time-limited, and the next step is defined. Otherwise, it could be that the closing is delayed not because of customer objections, but due to your own omissions. You can read about how to avoid this in the last \u003Ca title=\"https:\u002F\u002Fwww.iacbox.com\u002Fde\u002Fblog\u002Fdetail2\u002Fnews\u002Fdetail\u002Fvon-stummen-verkaeufern-und-floehen-im-ohr\u002F\" href=\"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fblog\u002Fof-silent-salespeople-and-fleas-in-the-ear\u002F\" target=\"_blank\" rel=\"noopener\">\u003Cstrong>article\u003C\u002Fstrong> \u003C\u002Fa>of this series.\u003C\u002Fp>\n\u003Cp>How do you overcome the final hurdles before closing? Do you repeatedly go through all the arguments while watching the potential buyer distance themselves more and more? Do you retreat into passivity and “let the customer come to you”? Do you fear wasting your time, but on the other hand, do not want to give up a sales opportunity too early? What to do, how to decide?\u003C\u002Fp>\n\u003Cp>Here are a few tips to shed some light on the matter:\u003C\u002Fp>\n\u003Ch2>1. Objection ≠ Excuse\u003C\u002Fh2>\n\u003Cp>First, it is important to distinguish between objections and excuses. An objection is a reason that seems valid enough to the customer not to do something, not to agree, or in our case, not to buy. Whether it is rational or emotional, justified or not, it can be examined from different perspectives, questioned, and invalidated using various techniques. If this succeeds, the barrier to purchase is removed, and the sale usually follows.\u003C\u002Fp>\n\u003Cp>An excuse, on the other hand, is just that—a pretext intended to hide the true reason for not buying.\u003C\u002Fp>\n\u003Cp>This is a significant difference that must not be neglected. If the customer does not want to reveal the true reason, it does not matter whether this results from uncertainty, exaggerated politeness, or manipulative intentions—if you treat an objection the same as an excuse, the customer easily feels cornered and goes on the defensive, which in no way promotes the closing of the sale.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Practical Tip\u003C\u002Fstrong>\u003Cbr \u002F>How to recognize an \u003Cem>objection\u003C\u002Fem>:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Your counterpart looks at you \u003Cstrong>directly\u003C\u002Fstrong>, perhaps even provocatively.\u003C\u002Fli>\n\u003Cli>The objection sounds \u003Cstrong>inquisitive\u003C\u002Fstrong> or is presented in the form of a question and …\u003C\u002Fli>\n\u003Cli>… \u003Cstrong>fits contextually\u003C\u002Fstrong> and factually with what was previously discussed.\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>How to recognize an \u003Cem>excuse\u003C\u002Fem>:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>The conversation partner tends to \u003Cstrong>avoid eye contact\u003C\u002Fstrong> or breaks it off quickly.\u003C\u002Fli>\n\u003Cli>The excuse is often presented with justifying or \u003Cstrong>softening introductions\u003C\u002Fstrong> and …\u003C\u002Fli>\n\u003Cli>… usually does not link to the discussed content, but a completely new, \u003Cstrong>unexpected argument\u003C\u002Fstrong> is pulled out of a hat, so to speak.\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Ch2>2. Objection ≠ Objection\u003C\u002Fh2>\n\u003Cp>Classifying objections can be a tricky business, as every salesperson knows. For example, if the customer says: \u003Cem>“You know, I’m already well-served and contractually bound with my current solution.”\u003C\u002Fem> This could be many things:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>An \u003Cstrong>information deficit\u003C\u002Fstrong>: The customer is not clear about the scope of your solution and sees no higher benefit for themselves.\u003C\u002Fli>\n\u003Cli>A \u003Cstrong>truthful objection\u003C\u002Fstrong>: They actually have a solution and a contract.\u003C\u002Fli>\n\u003Cli>A \u003Cstrong>tactical objection\u003C\u002Fstrong>: They actually want to buy from you and want to build up a bit of price pressure.\u003C\u002Fli>\n\u003Cli>An \u003Cstrong>excuse\u003C\u002Fstrong>: Perhaps they have no time right now, or they don’t want to talk to you because they don’t like your outfit. Possibly they are not competent to make the purchasing decision but do not want to disclose this, have the task of brushing you off, etc., etc.\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Ch2>3. Objection ≠ Barrier to Purchase\u003C\u002Fh2>\n\u003Cp>No matter what kind of objection you are dealing with: \u003Cem>Be happy about it!\u003C\u002Fem> Because fundamentally, every objection is also a buying signal. The customer is engaging with the purchase, considering your offer, and taking it seriously. Now it depends on how you react.\u003C\u002Fp>\n\u003Cp>It is best to first recall a few basic rules of communication:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>\u003Cstrong>Listen\u003C\u002Fstrong> – to handle the objection, you must first understand it\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Take it seriously\u003C\u002Fstrong> – neither interrupt nor lecture the customer\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Stay objective\u003C\u002Fstrong> – under no circumstances take objections personally\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>Objection handling is not a duel. If the customer is convinced after the conversation that you understand more about the subject matter than they do, that does not mean they will buy from you. If you want to resolve their concerns, you must address them. If you do this skillfully, you can transform the majority of objections into building blocks for your sales success.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Practical Tip\u003C\u002Fstrong>\u003Cbr \u002F>List not only the objections but also always the points where you agree. Present this list of agreements confidently and happily during the next conversation:\u003C\u002Fp>\n\u003Cp>\u003Cem>“We have already agreed on so many things, such as [your list]. Now it is a matter of clarifying the remaining open points and getting things finalized. Which topics are still important and open for you?”\u003C\u002Fem>\u003C\u002Fp>\n\u003Cp>The latter is also on your list, but if you do not mention the points at first, you have a \u003Cstrong>tactical advantage\u003C\u002Fstrong> and gain information: what your customer does not mention again is probably less important to them. Of course, it can happen that the customer forgets something important to them. If you notice this, ask specifically and earn extra points as an expert and attentive listener.\u003C\u002Fp>\n\u003Ch2>4. Information Deficit => Valuable Feedback\u003C\u002Fh2>\n\u003Cp>Do you encounter the same objections with great regularity? Then you should work on your presentation. If the “too expensive” objection comes up frequently, it can mean that you are mentioning the price too early, namely before the value is clearly enough presented. (Interestingly, the “too expensive” objection rarely comes from a customer who really cannot afford the solution. They usually look for an excuse instead, but that is another story.)\u003C\u002Fp>\n\u003Cp>Recurring objections mostly fall into the information deficit category and mean that we know too little about the customer’s needs or do not address them enough, perhaps have not sufficiently defined our target groups, and treat all customers the same—this happens more often than one might think.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Practical Tip\u003C\u002Fstrong>\u003Cbr \u002F>Systematically note your customers’ objections in order to preemptively clear up recurring ones. Also, specifically address the different needs of your target groups. This will increase the efficiency of your sales conversation many times over and save you a lot of time.\u003C\u002Fp>\n\u003Ch2>5. Excuse => Qualification Criterion\u003C\u002Fh2>\n\u003Cp>Anyone who uses an excuse is set on defense. Generally, it is an unsatisfactory situation for the salesperson when the customer does not want to or cannot say what is holding them back. We assume you have already clarified beforehand that they are the right contact person and also have the decision-making authority in this matter; otherwise, the reason for the defense lies buried there.\u003C\u002Fp>\n\u003Cp>But should you make the effort? Does such a defensive attitude prevent any chance of a sale, or does the customer just need a little more time? Do you perhaps need to talk to a completely different person? You must now find this out. Generally, the customer’s wish to remain guarded should be respected initially. It achieves nothing, or only more resistance, to expose the excuse as \u003Cem>“seen through.”\u003C\u002Fem> But one should not give up either, because surprisingly often a sale still occurs. So what to do? What is required—as so often in sales—is a bit of intuition.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Practical Tip\u003C\u002Fstrong>\u003Cbr \u002F>Make it easy for your conversation partner. They want to escape the sales conversation situation, so comply with their wish and \u003Cstrong>release them elegantly and politely\u003C\u002Fstrong>:\u003C\u002Fp>\n\u003Cp>\u003Cem>“Perhaps we should leave it at that for now, now that you have become acquainted with the advantages of our product. You can come back to us at any time and arrange a new appointment.”\u003C\u002Fem>\u003C\u002Fp>\n\u003Cp>If he or she now relaxes, you can follow up in the situation that is no longer sales-heavy: \u003Cem>“How did you like the presentation in general?”\u003C\u002Fem> This way you get feedback and, with a bit of luck, the opportunity to demonstrate again after the \u003Cem>“official”\u003C\u002Fem> end of the sales conversation how much better off the customer would be with a purchase:\u003C\u002Fp>\n\u003Cp>\u003Cem>“You know, XY% of our customers from the [insert your customer’s industry here] sector have been using our solution for XY years and no longer want to do without it.”\u003C\u002Fem>\u003C\u002Fp>\n\u003Cp>If you use the arguments and product features that are most important to this specific customer in the same breath, you have done your best. Either you manage to arrange a follow-up appointment (or even an appointment with someone else who is \u003Cem>“more likely the right contact person”\u003C\u002Fem>), or you have a qualification with low processing priority.\u003C\u002Fp>\n\u003Cp>In this case, do not ask again for 8 to 12 months to see if anything has happened in the meantime. In the meantime, you do not need to invest any further time here, unless the customer really approaches you of their own accord. That happens quite often.\u003C\u002Fp>\n\u003Ch2>6. True & Tactical Objection => Qualified Lead\u003C\u002Fh2>\n\u003Cp>But what to do with a truthful objection? Let’s stay with our example \u003Cem>“supplied and contractually bound”\u003C\u002Fem>. This by no means means that we simply file the customer under \u003Cem>“nothing to be done”\u003C\u002Fem>. We have at least managed to advance as far as this objection.\u003C\u002Fp>\n\u003Cp>It would be an omission not to ask specific questions under these circumstances in order to gain important information.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Practical Tip\u003C\u002Fstrong>\u003Cbr \u002F>Ask specific questions:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>\u003Cstrong>How long\u003C\u002Fstrong> does the contract run?\u003C\u002Fli>\n\u003Cli>Are you \u003Cstrong>sure\u003C\u002Fstrong> that you will renew it?\u003C\u002Fli>\n\u003Cli>Are you completely satisfied? If life were a wish list, \u003Cstrong>what else\u003C\u002Fstrong> would you want from your solution?\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>Anyone who has thoroughly researched the competition can perhaps even specifically present one or two features that they know the competitor’s product does not offer. With this strategy, we \u003Cstrong>qualify\u003C\u002Fstrong> our lead (here, by the way, is a blog article on the subject for further reading). Furthermore, we have already narrowed down the date when it will be worthwhile to contact them again.\u003C\u002Fp>\n\u003Cp>In general, you kill two birds with one stone this way, because if it is a tactical objection with which the customer only wanted to strengthen their negotiating position, we have received important arguments for our side and also stand strengthened.\u003C\u002Fp>\n",{"name":487,"id":488,"fields":489},"acf\u002Fmedia","acf\u002Fmedia_6af3fe819994f",{"headline":490,"width":491,"image":492},"Dealing with objections often leads to a successful sale.",12,{"id":493,"title":494,"filename":495,"filesize":496,"url":497,"link":498,"alt":499,"author":500,"description":11,"caption":11,"name":501,"status":502,"uploaded_to":503,"date":504,"modified":504,"mime_type":505,"type":506,"subtype":507,"width":508,"height":509,"orientation":510,"sizes":511},9007,"Young,Woman,Signing,Contracts,And,Handshake,With,A,Manager","shutterstock_1897717783.jpg",197095,"https:\u002F\u002Fcms2.iacbox.com\u002Fdocuments\u002Fshutterstock_1897717783.jpg","https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fblog\u002Feinwaende-verwandeln-vorwaende-verwenden\u002Fyoungwomansigningcontractsandhandshakewithamanager\u002F","Geschäftsfrau schüttelt Kunden die Hand","2","youngwomansigningcontractsandhandshakewithamanager","inherit",9006,"2026-09-30 13:23:09","image\u002Fjpeg","image","jpeg",500,334,"landscape",{"thumbnail":497,"thumbnail-width":512,"thumbnail-height":513,"medium":514,"medium-width":515,"medium-height":516,"medium_large":497,"medium_large-width":508,"medium_large-height":509,"large":497,"large-width":508,"large-height":509,"1536x1536":497,"1536x1536-width":508,"1536x1536-height":509,"2048x2048":497,"2048x2048-width":508,"2048x2048-height":509,"2600x2600":497,"2600x2600-width":508,"2600x2600-height":509},150,100,"https:\u002F\u002Fcms2.iacbox.com\u002Fdocuments\u002Fshutterstock_1897717783-300x200.jpg",300,200,{"quicklinks":518},true,"en_US",{"de_DE":521},{"locale":522,"id":503,"slug":523,"post_title":524,"href":525},"de_DE","einwaende-verwandeln-vorwaende-verwenden","Einwände verwandeln, Vorwände verwenden","https:\u002F\u002Fcms2.iacbox.com\u002Fblog\u002Feinwaende-verwandeln-vorwaende-verwenden\u002F",{"self":527,"collection":533,"about":536,"version-history":539,"predecessor-version":542,"wp:attachment":546,"wp:term":549,"curies":553},[528],{"href":529,"targetHints":530},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10983",{"allow":531},[532],"GET",[534],{"href":535},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog",[537],{"href":538},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Ftypes\u002Fblog",[540],{"count":386,"href":541},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10983\u002Frevisions",[543],{"id":544,"href":545},10985,"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10983\u002Frevisions\u002F10985",[547],{"href":548},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fmedia?parent=10983",[550],{"taxonomy":551,"embeddable":518,"href":552},"category","https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fcategories?post=10983",[554],{"name":555,"href":556,"templated":518},"wp","https:\u002F\u002Fapi.w.org\u002F{rel}",{"wp:term":558},[559],[560],{"id":472,"link":561,"name":562,"slug":563,"taxonomy":551,"acf":564,"_links":565},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fcategory\u002Fsales\u002F","Sales","sales",[],{"self":566,"collection":571,"about":574,"wp:post_type":577,"curies":580},[567],{"href":568,"targetHints":569},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fcategories\u002F25",{"allow":570},[532],[572],{"href":573},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fcategories",[575],{"href":576},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Ftaxonomies\u002Fcategory",[578],{"href":579},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog?categories=25",[581],{"name":555,"href":556,"templated":518},[],[584,652,720],{"id":585,"date":586,"date_gmt":586,"guid":587,"modified":589,"modified_gmt":589,"slug":590,"status":462,"type":463,"link":591,"title":592,"content":594,"excerpt":595,"featured_media":379,"template":11,"meta":596,"categories":597,"class_list":598,"blocks":600,"acf":605,"wpml_current_locale":519,"wpml_translations":606,"_links":609,"_embedded":634},10475,"2026-08-21T15:36:04",{"rendered":588},"https:\u002F\u002Fcms2.iacbox.com\u002Fblog\u002Feu-cra-cyber-resilience-act-part-2\u002F","2026-11-09T13:18:01","eu-cra-cyber-resilience-act-part-2","https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fblog\u002Feu-cra-cyber-resilience-act-part-2\u002F",{"rendered":593},"EU CRA – Cyber Resilience Act – Part 2",{"rendered":11,"protected":468},{"rendered":11,"protected":468},{"_acf_changed":468,"footnotes":11},[472],[599,463,475,476,477,478],"post-10475",[601],{"name":481,"id":602,"fields":603},"acf\u002Fwysiwyg_6af3fe7f80d24",{"variant":484,"border":468,"wysiwyg":604},"\u003Ch2>EU CRA obligations from September 11\u003C\u002Fh2>\n\u003Cp>The CRA introduces a reporting obligation starting as early as \u003Cstrong>September 11, 2026\u003C\u002Fstrong>, which we would like to highlight here.\u003C\u002Fp>\n\u003Ch3>What needs to be reported?\u003C\u002Fh3>\n\u003Cp>– actively exploited vulnerabilities\u003C\u002Fp>\n\u003Cp>– or serious security incidents with an impact on product safety\u003C\u002Fp>\n\u003Cp>must be reported to \u003Cstrong>ENISA\u003C\u002Fstrong> via the Single Reporting Platform (SRP), which then automatically forwards them to the national CSIRT – in Austria, this is \u003Cstrong>CERT.at\u003C\u002Fstrong>.\u003C\u002Fp>\n\u003Ch3>Deadlines\u003C\u002Fh3>\n\u003Cp>Within 24h: Early warning after becoming aware of the vulnerability\u003C\u002Fp>\n\u003Cp>– Within 72h: More detailed report on the type and scope of the vulnerability, including an initial assessment and possible mitigation measures\u003Cbr \u002F>– A final report must be submitted 14 days after a bug fix or mitigation measure becomes available.\u003Cbr \u002F>– For serious security incidents, a detailed report must be made within one month.\u003Cbr \u002F>– Duty to inform users: Affected users must be informed immediately.\u003C\u002Fp>\n\u003Ch3>User Information Obligation\u003C\u002Fh3>\n\u003Cp>Since 2024, we have been regularly publishing \u003Cstrong>Security Advisories\u003C\u002Fstrong> on our homepage, which list the vulnerabilities that have occurred and been resolved.\u003C\u002Fp>\n\u003Cp>– \u003Ca href=\"https:\u002F\u002Fwww.iacbox.com\u002Fwissen\u002Fsecurity-advisories\u002F\">https:\u002F\u002Fwww.iacbox.com\u002Fwissen\u002Fsecurity-advisories\u002F\u003C\u002Fa>\u003C\u002Fp>\n\u003Chr>\n\u003Ch3>Reporting vulnerabilities to us\u003C\u002Fh3>\n\u003Cp>In addition to the mandatory reporting of security gaps\u002Fincidents, we have now officially designated a \u003Cstrong>PSIRT\u003C\u002Fstrong> (Product Security Incident Response Team) to handle vulnerability management.\u003C\u002Fp>\n\u003Cp>You can reach our security team at any time via \u003Ca href=\"mailto:security@iacbox.com\">security@iacbox.com\u003C\u002Fa>. For serious security incidents or vulnerabilities, we ask you to use PGP encryption.\u003C\u002Fp>\n\u003Cp>– Our homepage now also provides a security.txt file: \u003Ca href=\"https:\u002F\u002Fwww.iacbox.com\u002F.well-known\u002Fsecurity.txt\">https:\u002F\u002Fwww.iacbox.com\u002F.well-known\u002Fsecurity.txt\u003C\u002Fa>\u003Cbr \u002F>– PGP Key: \u003Ca href=\"https:\u002F\u002Fwww.iacbox.com\u002F.well-known\u002Fsecurity-pub.asc\">https:\u002F\u002Fwww.iacbox.com\u002F.well-known\u002Fsecurity-pub.asc\u003C\u002Fa>\u003C\u002Fp>\n\u003Ch3>Vulnerability Disclosure Policy\u003C\u002Fh3>\n\u003Cp>We have published a Vulnerability Disclosure Policy (VDP) describing our preferred \u003Cstrong>Coordinated Vulnerability Disclosure (CVD)\u003C\u002Fstrong> process. This is intended to give us the opportunity to fix vulnerabilities before they are published and, on the other hand, to establish a timeline within which we will respond.\u003C\u002Fp>\n\u003Cp>– \u003Ca href=\"https:\u002F\u002Fwww.iacbox.com\u002Fiacbox-vdp.txt\">https:\u002F\u002Fwww.iacbox.com\u002Fiacbox-vdp.txt\u003C\u002Fa>\u003C\u002Fp>\n\u003Ch3>Vulnerability Management\u003C\u002Fh3>\n\u003Cp>The IACBOX development team has been managing vulnerabilities for years, particularly those occurring in the third-party dependencies of our product. In the course of CRA compliance, we have further expanded and formalized this process.\u003Cbr \u002F>We produce \u003Cstrong>SBOMs (Software Bill of Materials)\u003C\u002Fstrong> for our software products to identify vulnerabilities in our supply chain quickly and efficiently. Although the SBOM obligation does not come into effect until 2027, it has been an integral part of our software development for some time now in order to ensure effective vulnerability management.\u003C\u002Fp>\n\u003Ch3>Contact\u003C\u002Fh3>\n\u003Cp>Stay secure and up to date with IACBOX Software Maintenance! Should you require further information, please contact us.\u003C\u002Fp>\n",{"quicklinks":518,"meta_override":468},{"de_DE":607},{"locale":522,"id":608,"slug":590,"post_title":593,"href":588},8682,{"self":610,"collection":615,"about":617,"version-history":619,"predecessor-version":622,"wp:attachment":626,"wp:term":629,"curies":632},[611],{"href":612,"targetHints":613},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10475",{"allow":614},[532],[616],{"href":535},[618],{"href":538},[620],{"count":386,"href":621},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10475\u002Frevisions",[623],{"id":624,"href":625},10476,"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10475\u002Frevisions\u002F10476",[627],{"href":628},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fmedia?parent=10475",[630],{"taxonomy":551,"embeddable":518,"href":631},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fcategories?post=10475",[633],{"name":555,"href":556,"templated":518},{"wp:term":635},[636],[637],{"id":472,"link":561,"name":562,"slug":563,"taxonomy":551,"acf":638,"_links":639},[],{"self":640,"collection":644,"about":646,"wp:post_type":648,"curies":650},[641],{"href":568,"targetHints":642},{"allow":643},[532],[645],{"href":573},[647],{"href":576},[649],{"href":579},[651],{"name":555,"href":556,"templated":518},{"id":653,"date":654,"date_gmt":654,"guid":655,"modified":657,"modified_gmt":657,"slug":658,"status":462,"type":463,"link":659,"title":660,"content":662,"excerpt":663,"featured_media":379,"template":11,"meta":664,"categories":665,"class_list":666,"blocks":668,"acf":673,"wpml_current_locale":519,"wpml_translations":674,"_links":677,"_embedded":702},10473,"2026-08-13T09:48:03",{"rendered":656},"https:\u002F\u002Fcms2.iacbox.com\u002Fblog\u002Feu-cra-cyber-resilience-act\u002F","2026-11-09T13:17:59","eu-cra-cyber-resilience-act","https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fblog\u002Feu-cra-cyber-resilience-act\u002F",{"rendered":661},"EU CRA – Cyber Resilience Act",{"rendered":11,"protected":468},{"rendered":11,"protected":468},{"_acf_changed":468,"footnotes":11},[472],[667,463,475,476,477,478],"post-10473",[669],{"name":481,"id":670,"fields":671},"acf\u002Fwysiwyg_6af3fe7f8c866",{"variant":484,"border":468,"wysiwyg":672},"\u003Cp>In this blog series, we want to keep you up to date on the implementation of the \u003Cstrong>Cyber Resilience Act (CRA)\u003C\u002Fstrong> for IACBOX.\u003C\u002Fp>\n\u003Ch2>Overview\u003C\u002Fh2>\n\u003Cp>The CRA is an EU-wide regulation (EU 2024\u002F2847) that applies to \u003Cstrong>all products with digital elements\u003C\u002Fstrong>. The only exceptions are products that are already subject to other\u002Fstricter regulations in areas such as medical devices, automotive, etc.\u003C\u002Fp>\n\u003Cp>Key CRA Points:\u003Cbr \u002F>– As an EU regulation, it enters into force directly and does not require national transposition (unlike NIS2).\u003Cbr \u002F>– The product must be developed through a secure development lifecycle and maintained accordingly.\u003Cbr \u002F>– Security updates must be provided promptly and free of charge for the expected product lifetime of at least 5 years.\u003Cbr \u002F>– Updates must remain available for 10 years.\u003Cbr \u002F>– Pure SaaS products are also exempt, provided that no other on-premises products depend on them. This means that cloud services such as the IACBOX licensing and update server also fall within the scope of the CRA.\u003C\u002Fp>\n\u003Ch2>Timeline\u003C\u002Fh2>\n\u003Cp>– The CRA already entered into force in December 2024.\u003Cbr \u002F>– However, there is a transition period until December 11, 2027. From that date forward, affected products may only be placed on the EU market if they are CRA-compliant and bear the CE marking.\u003Cbr \u002F>– Legacy products already in operation are exempt from the essential requirements and the CE marking obligation; however, reporting obligations still apply.\u003Cbr \u002F>– The initial obligations take effect as early as \u003Cstrong>September 11, 2026\u003C\u002Fstrong>. Actively exploited vulnerabilities or severe security incidents must be reported to ENISA, which will automatically notify the competent national CSIRT—in Austria, \u003Cstrong>CERT.at\u003C\u002Fstrong>.\u003C\u002Fp>\n\u003Ch2>Categorization\u003C\u002Fh2>\n\u003Cp>The CRA divides products into several categories with differing requirements.\u003Cbr \u002F>– \u003Cstrong>Standard\u003C\u002Fstrong> – Products with digital elements: the majority of offered products with lower cybersecurity risk – self-assessment of CRA compliance\u003Cbr \u002F>– \u003Cstrong>Important products\u003C\u002Fstrong>\u003Cbr \u002F>– Subgroup \u003Cstrong>Class I\u003C\u002Fstrong>: Self-assessment of CRA compliance when applying a harmonized standard (these are currently (Aug 2026) still pending!) or a notified body must assess CRA conformity\u003Cbr \u002F>– Subgroup \u003Cstrong>Class II\u003C\u002Fstrong>: Hypervisors, intrusion detection\u002Fprevention systems, firewalls, products whose primary functions are designed for security. A notified body must assess CRA conformity\u003Cbr \u002F>– \u003Cstrong>Critical products\u003C\u002Fstrong>: Hardware security, smart cards, secure elements, etc.\u003C\u002Fp>\n\u003Cp>As a networking product, IACBOX falls into the category of “Important products – Class I”, and we are aiming for a self-assessment based on a harmonized standard, provided one is available in time.\u003C\u002Fp>\n\u003Ch2>IACBOX Roadmap\u003C\u002Fh2>\n\u003Cp>– The current versions v24 and v26 are still based on our proven proprietary Linux platform. After December 2027, these versions will only receive security updates and bug fixes that do not represent substantial modifications.\u003Cbr \u002F>– The first CRA-compliant version will be v27, scheduled for late 2027 and built on a new Linux platform to meet the stringent requirements more efficiently.\u003C\u002Fp>\n\u003Ch2>Contact\u003C\u002Fh2>\n\u003Cp>Stay secure and up to date with IACBOX Software Maintenance! Please contact us if you require further information.\u003C\u002Fp>\n",{"quicklinks":518},{"de_DE":675},{"locale":522,"id":676,"slug":658,"post_title":661,"href":656},8683,{"self":678,"collection":683,"about":685,"version-history":687,"predecessor-version":690,"wp:attachment":694,"wp:term":697,"curies":700},[679],{"href":680,"targetHints":681},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10473",{"allow":682},[532],[684],{"href":535},[686],{"href":538},[688],{"count":386,"href":689},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10473\u002Frevisions",[691],{"id":692,"href":693},10474,"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10473\u002Frevisions\u002F10474",[695],{"href":696},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fmedia?parent=10473",[698],{"taxonomy":551,"embeddable":518,"href":699},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fcategories?post=10473",[701],{"name":555,"href":556,"templated":518},{"wp:term":703},[704],[705],{"id":472,"link":561,"name":562,"slug":563,"taxonomy":551,"acf":706,"_links":707},[],{"self":708,"collection":712,"about":714,"wp:post_type":716,"curies":718},[709],{"href":568,"targetHints":710},{"allow":711},[532],[713],{"href":573},[715],{"href":576},[717],{"href":579},[719],{"name":555,"href":556,"templated":518},{"id":721,"date":722,"date_gmt":722,"guid":723,"modified":725,"modified_gmt":725,"slug":726,"status":462,"type":463,"link":727,"title":728,"content":730,"excerpt":731,"featured_media":379,"template":11,"meta":732,"categories":733,"class_list":735,"blocks":738,"acf":749,"wpml_current_locale":519,"wpml_translations":750,"_links":756,"_embedded":781},10482,"2026-07-20T13:04:29",{"rendered":724},"https:\u002F\u002Fcms2.iacbox.com\u002Fblog\u002Fwhy-multi-tenant-is-becoming-the-logical-evolution-for-many-it-organizations\u002F","2026-11-09T14:03:04","why-multi-tenant-is-becoming-the-logical-evolution-for-many-it-organizations","https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fblog\u002Fwhy-multi-tenant-is-becoming-the-logical-evolution-for-many-it-organizations\u002F",{"rendered":729},"Why Multi-Tenant Is Becoming the Logical Evolution for Many IT Organizations",{"rendered":11,"protected":468},{"rendered":11,"protected":468},{"_acf_changed":468,"footnotes":11},[734],26,[736,463,475,476,477,737],"post-10482","category-talk",[739],{"name":481,"id":740,"fields":741},"acf\u002Fwysiwyg_6af3fe7f994af",{"variant":484,"border":468,"wysiwyg":742,"ctas":743,"link":748},"\u003Cp>Today, many IT organizations do not have a technology problem. They have a scaling problem.\u003C\u002Fp>\n\u003Cp>New locations are established. New customers are added. New projects successfully go live. However, the real challenge only begins afterward: How can an increasing number of mutually independent organizations be operated efficiently over the long term without administrative and operational overhead growing at the same rate?\u003C\u002Fp>\n\u003Cp>This is precisely the question currently facing managed service providers, internet service providers, hotel groups, educational institutions, and multi-site enterprises.\u003C\u002Fp>\n\u003Ch2>The Real Challenge Begins After Go-Live\u003C\u002Fh2>\n\u003Cp>Today, a new deployment is rarely the issue.\u003C\u002Fp>\n\u003Cp>A site is set up, the captive portal is configured, and commissioning is completed.\u003C\u002Fp>\n\u003Cp>The real work only begins afterward: users must be managed, software updated, policies adjusted, and support tickets resolved. Each additional customer or site brings its own requirements, responsibilities, and processes.\u003C\u002Fp>\n\u003Cp>With ten installations, this overhead is hardly noticeable. With a hundred, it dominates everyday operations.\u003C\u002Fp>\n\u003Ch2>A Pattern Repeating Across Industries\u003C\u002Fh2>\n\u003Cp>In recent years, we have encountered this pattern time and again across numerous discussions with partners and customers—regardless of whether they operate in managed services, education, or hospitality.\u003C\u002Fp>\n\u003Cp>A municipal data center manages approximately 50 schools. Each school requires its own user management, custom settings, and the ability to operate autonomously. At the same time, security policies must be enforced centrally, and visibility across all sites must be maintained. A typical case, not an isolated one.\u003C\u002Fp>\n\u003Cp>A hotel group faces a similar challenge. Each hotel needs to operate autonomously without sacrificing centralized standards and shared management.\u003C\u002Fp>\n\u003Cp>Managed service providers experience the exact same trend, only in an intensified form. Those managing ten customers know every configuration in detail and calculate their overhead per customer accordingly. When that same provider grows to fifty customers, it is not just the number of installations that increases, but also update cycles, support tickets, and escalation paths. The original calculation per customer no longer holds up: revenue grows linearly, while internal overhead scales faster.\u003C\u002Fp>\n\u003Cp>It is precisely at this point that margins begin to shrink for many providers, even as the business appears to grow from the outside.\u003C\u002Fp>\n\u003Cp>The industries differ. The pattern remains the same.\u003C\u002Fp>\n\u003Ch2>Growth Changes the Operating Model\u003C\u002Fh2>\n\u003Cp>In response, many organizations invest in more powerful infrastructure, new features, or additional staff.\u003C\u002Fp>\n\u003Cp>Far less often is it questioned whether the operating model itself still fits the organization’s scale. This is where the primary bottleneck typically emerges: when every new customer adds administrative overhead, it is not just the business that grows—complexity increases as well.\u003C\u002Fp>\n\u003Cp>Hiring more staff may alleviate this bottleneck in the short term. In the long run, however, what scales most is administrative overhead, not the business.\u003C\u002Fp>\n\u003Ch2>Why Multi-Tenant Is Moving Into Focus\u003C\u002Fh2>\n\u003Cp>As organizations expand, a fundamental question arises with increasing urgency: does every organization really need to operate its own management platform? Or is there a more efficient way to manage many segregated organizations centrally without compromising their autonomy?\u003C\u002Fp>\n\u003Cp>This is precisely why Multi-Tenant is gaining importance—not as a new buzzword or short-lived trend, but as an answer to operational requirements driven by the growth of modern IT organizations.\u003C\u002Fp>\n\u003Cp>For managed service providers, internet service providers, hotel groups, educational institutions, and multi-site enterprises, Multi-Tenant is increasingly becoming a strategic decision.\u003C\u002Fp>\n\u003Cp>Today, the crucial question is no longer whether Multi-Tenant makes sense. It is: at what scale does the traditional operating model cease to support growth and instead become the limiting factor?\u003C\u002Fp>\n\u003Ch2>IACBOX Multi-Tenant Is in Its Final Stages\u003C\u002Fh2>\n\u003Cp>It is precisely to address these requirements that we are currently developing IACBOX Multi-Tenant. It will allow multiple segregated customers, sites, or organizations to be managed centrally via a single platform—without sacrificing their autonomy.\u003C\u002Fp>\n\u003Cp>Development is already in its final stages. If you are facing similar challenges or would like to learn more about the architecture and intended use cases at an early stage, feel free to get in touch with us.\u003C\u002Fp>\n",[744],{"link":745},{"title":746,"url":747,"target":11},"Learn More About IACBOX Multi-Tenant","#request-demo",{"title":746,"url":747,"target":11},{"quicklinks":518},{"de_DE":751},{"locale":522,"id":752,"slug":753,"post_title":754,"href":755},8684,"warum-multi-tenant-fuer-viele-it-organisationen-zur-logischen-entwicklung-wird","Warum Multi-Tenant für viele IT-Organisationen zur logischen Entwicklung wird","https:\u002F\u002Fcms2.iacbox.com\u002Fblog\u002Fwarum-multi-tenant-fuer-viele-it-organisationen-zur-logischen-entwicklung-wird\u002F",{"self":757,"collection":762,"about":764,"version-history":766,"predecessor-version":769,"wp:attachment":773,"wp:term":776,"curies":779},[758],{"href":759,"targetHints":760},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10482",{"allow":761},[532],[763],{"href":535},[765],{"href":538},[767],{"count":386,"href":768},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10482\u002Frevisions",[770],{"id":771,"href":772},10483,"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog\u002F10482\u002Frevisions\u002F10483",[774],{"href":775},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fmedia?parent=10482",[777],{"taxonomy":551,"embeddable":518,"href":778},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fcategories?post=10482",[780],{"name":555,"href":556,"templated":518},{"wp:term":782},[783],[784],{"id":734,"link":785,"name":786,"slug":787,"taxonomy":551,"acf":788,"_links":789},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fcategory\u002Ftalk\u002F","Talk","talk",[],{"self":790,"collection":795,"about":797,"wp:post_type":799,"curies":802},[791],{"href":792,"targetHints":793},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fcategories\u002F26",{"allow":794},[532],[796],{"href":573},[798],{"href":576},[800],{"href":801},"https:\u002F\u002Fcms2.iacbox.com\u002Fen\u002Fwp-json\u002Fwp\u002Fv2\u002Fblog?categories=26",[803],{"name":555,"href":556,"templated":518},1794375325767]