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Avant Special Forces Summit: Advisors Face the Cybersecurity Question

Most partners say they sell cybersecurity, but most haven't even begun.

James Anderson

September 20, 2022

12 Slides

AVANT SPECIAL FORCES SUMMIT — Technology advisors are selling more cybersecurity services, but the increase comes with a steep investment.

Partners  heard a lot about cybersecurity at the Avant Special Forces Summit in Austin, Texas on Tuesday. The technology services distributor hosted a number of breakout sessions on the topic and has lined up several presentations from cybersecurity providers. And if you talk to any partner on the floor, cybersecurity will inevitably come up as a point of emphasis for their firm.

But selling cybersecurity means different things for different people. And for many partners, they’ve only scratched the surface of building a security practice.

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Eclipse’s Dave Dyson

“There’s not a heck of a lot of people selling,” Eclipse CEO Dave Dyson told Channel Futures. “So some of us are dabbling. A lot of people are intimidated and not doing it at all. And then you have the occasional unicorn who sells a ton of security, because that’s their specialty.”

Channel Futures is on the scene at Special Forces Summit interviewing technology advisors about their security growing pains.

Scroll through the 13 images above to hear from partners and vendors about what it takes to build a cybersecurity practice.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn.

 

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James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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