How to overcome the biggest security objection to remote access

You know the benefits of secure remote access. Faster troubleshooting, reduced downtime and significant cost savings make it a no-brainer. Yet, one of the biggest roadblocks we hear from prospects is: “Our customers won’t allow us to connect.”

And that’s where the conversation often ends.

But here’s the thing: most of the time, this objection isn’t a hard "no", it’s an uninformed no.
Why? Because IT and security teams often default to blocking remote access when they don’t fully understand how it works or how security risks are mitigated.

If you can educate them and provide the right security assurances, the conversation shifts from “no remote access” to “How can we securely enable remote access?”

In this article, we’ll break down:
✅ Why IT teams push back on remote access
✅ The biggest security misconceptions about VPNs & cloud connectivity
✅ How to confidently answer security objections
✅ A framework to gain IT buy-in

Why do customers say “no” to remote access?

IT departments have one primary mission: protecting their company’s network and data.
To them, external connections, especially VPNs and remote access tools, often seem like security risks. The default response is to deny them outright, rather than spend time evaluating their security.

Security misconceptions about remote access

🚫 Misconception #1: Remote access = open backdoor

Reality: traditional VPNs can create security vulnerabilities if they aren’t properly managed, but modern zero-trust remote access solutions are different.

With IXON, remote connections are: 
✔ Encrypted end-to-end (TLS 1.2+ security) 
✔ Access-controlled with role-based permissions 
✔ Auditable with full logging of every action taken

Unlike traditional VPNs, which often grant network-wide access, IXON ensures each user only connects to what they are explicitly allowed to access.

🚫 Misconception #2: VPNs are risky and can be exploited

Reality: Legacy VPNs can be a security risk, but modern VPN-over-cloud solutions offer a much more secure approach.

Traditional VPNs often require port forwarding, which can expose networks to threats. IXON’s remote access operates on outbound connections only, meaning:

✅ No open inbound ports on firewalls
✅ No need for static IPs 
✅ No uncontrolled network access

This dramatically reduces the attack surface while still allowing secure remote connections.

🚫 Misconception #3: IT policy doesn’t allow remote access

Reality: IT policies often restrict traditional remote access methods but can allow secure, managed access when properly controlled.

Instead of assuming “remote access is not allowed,” ask:

👉 What security standards must be met for external connections? 
👉 What type of audit logs and user controls do you require? 
👉 Are there exceptions for solutions that comply with IT security policies?

By having this discussion, you shift the conversation from “no” to “how can we make this work in a secure way?”

How to overcome security objections and gain IT buy-in

If you want to move past the “no remote access” roadblock, you need to speak IT’s language and address their concerns proactively.

Here’s a 3-step framework to do just that:

1️⃣ Understand IT’s concerns before proposing a solution

💡 Don’t just pitch remote access, ask IT teams what security concerns they have upfront.
💡 Position yourself as a partner in solving security challenges, not bypassing them.

Example questions to ask IT:
✔ What security frameworks does your company follow? (ISO 27001, NIS2, etc.)
✔ What are your main concerns with remote access?
✔ How does your team evaluate secure remote access solutions?

2️⃣ Educate, don’t just sell

📌 Instead of saying, “IXON is secure,” explain why it meets security best practices. 
📌 Use security certifications, compliance documents, and real-world examples to provide credibility. 
📌 Share IXON’s Security Guide to help IT teams evaluate the solution.

Key security features to highlight:
🔒 ISO 27001 certified: Meets international security standards
🔒 Zero-trust access mode: Users only access what they need, nothing more
🔒 Outbound-only connections: No open ports, reducing attack surface
🔒 Audit logging: Every connection is logged for full traceability

3️⃣ Provide a clear, low-risk path to approval

Instead of asking IT to approve everything at once, suggest a pilot project:

✅ Start with one machine in a controlled environment
✅ Allow limited access for a short period
✅ Provide audit logs to demonstrate security compliance

When IT sees the real-world security benefits, they are far more likely to approve full deployment.

Final thoughts: turning “no” into “let’s talk”

When a customer says, “We don’t allow remote access,” don’t give up, start a conversation.
By addressing security concerns head-on and explaining how IXON meets (or exceeds) IT requirements, you can change the narrative.

Instead of hearing “no,” you’ll start hearing: 
✔ “How can we securely enable this?” 
✔ “Let’s involve IT in a security review.” 
✔ “Can you show us how this meets our compliance standards?”


💡 Want help navigating these discussions? We would be happy to discuss how we help machine builders overcome IT objections.