A new report augments channel partners' sales discussions with analysis of Avant's sales data.

Pam Baker

March 11, 2020

3 Min Read
Cloaked hacker behind digital background

Avant is making strides in markedly increasing its support of channel leaders.

Last year it was the announcement of its new market research arm, Avant Analytics. This year, Ken Presti, vice president and former IDC analyst, says the master agent is increasing its support of channel leaders and IT stakeholders through its 6-12 reports. The company just unveiled its second 6-12 Report, an analysis of the state of cybersecurity preparedness across industries.


Avant Analytics’ Ken Presti

“The 6-12 Reports can be used by enterprise decision-makers to fully assess a specific technology’s ability to impact their business over the next six to 12 months,” said Presti, in an interview with Channel Futures’ MSSP Insider.

Presti explained that the reports provide a third-party view of the technology and its market impact, supported by market research derived from Avant’s sales data and a variety of other sources, including customer surveys, external data, and extensive interviews with subject-matter experts.

He said the reports augment sales discussions, help decision-makers form more targeted and informed questions, and reinforce the credibility of the “trusted adviser.”

The payoff for channel partners in using the reports’ analyses is “more knowledgeable technology decisions which translates to strengthened business relationships, increased customer satisfaction, and a more profitable use of technology for both the trusted adviser and the customer.”

Key findings from the current report include:

  • Ransomware, DDoS attacks, intrusion and email phishing attacks are the threats that concern customers the most (69%).

  • Customers’ primary issues with their current security posture focus primarily on their fears regarding emerging threats (45%), combined with staffing (38%) and resource limitations (36%).

  • Preparedness for attacks varies somewhat by vertical market, with the highest levels of risk perceived by respondents in the business services (80%) and medical (68%) sectors.

  • The focus has shifted from minimizing the IT security budget to proactively embedding security into every facet of the infrastructure

  • With the growth of things like toolkits and ransomware as a service, extremely unsophisticated attackers can now purchase targeted exploits, enabling them to do significant damage.

  • Companies across the broad market are moving to third-party managed security service providers at an annual rate of 5% RDI.

  • The industry is still suffering from a talent shortage. As many as 2 million jobs are unfilled due to the lack of qualified people. This phenomenon is increasing the use of third-party contractors who specialize in security, as opposed to in-house teams, which have become dramatically more expensive.

Among the many challenges in security is the “moving target” aspect that makes it difficult to permanently close down any given threat.

“Security is such a rapidly moving space that it’s difficult to know what the criminal element will be able to penetrate. And, if they can’t gain access today, perhaps they will learn how to gain access tomorrow,” said Presti.

“Since no guarantees can be made, enterprise decision-makers need to work with their trusted advisers to maximize the odds while at the same time developing effective contingency plans in the event that something bad does occur,” he said.

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About the Author(s)

Pam Baker

A prolific writer and analyst, Pam Baker’s published work appears in many leading print and online publications including Security Boulevard, PCMag, Institutional Investor magazine, CIO, TechTarget, Linux.com and InformationWeek, as well as many others. Her latest book is “Data Divination: Big Data Strategies.” She’s also a popular speaker at technology conferences as well as specialty conferences such as the Excellence in Journalism events and a medical research and healthcare event at the NY Academy of Sciences.

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