The event provided attendees with insights, networking opportunities and ideas to execute in their businesses.

Edward Gately, Senior News Editor

October 10, 2018

3 Min Read

CHANNEL PARTNERS EVOLUTION — When it comes to protecting SMBs from cyberthreats, partners are in the driver’s seat, and can capitalize on the numerous big-money opportunities.

That’s according to Nancy Reynolds, principal of strategic advisory firm Achieve Unite. Her presentation opened Tuesday’s Datto Cybersecurity Summit at Channel Partners Evolution.


Achieve Unite’s Nancy Reynolds opened the Datto Cybersecurity Summit.

The event provided attendees with insights, networking opportunities and ideas to bring back home and execute in their businesses.

According to Gartner, the cybersecurity opportunity will reach $170 billion by 2022. Also, 40 percent of all managed security services contracts will be bundled with other security services and IT outsourcing projects by 2021.

“This is the place to be, you have to do this,” Reynolds said. “What differentiates your business from others?”

For partners working with SMBs, “this is your day,” she said. Big growth is expected in security information and event management (SIEM) platforms, threat intelligence, endpoint platforms and managed security services, she said.

Constant breaches, businesses becoming more digital and increasing regulation are driving accelerating demand for cybersecurity, Reynolds said.

“More and more businesses are going to be held accountable, so they have to move this way,” she said.

Reynolds said partners can capitalize on numerous cybersecurity trends. Those include: the increasing complexity of security; business’ increasing data; confusion over the cloud; mobility becoming a target; and the “human factor,” including the ongoing cybersecurity skills shortage and “people just don’t know how to protect themselves and their companies, and you can help them,” she said.

“Customers are demanding expertise, and more precisely, vertical-market expertise,” she said. “This is an excellent opportunity to go deeper and wider. It gives you the chance to go local or global. There’s lawyers everywhere, hospitals everywhere. What do customers want to do? They want to run their businesses (and) they really need you to be their CIO.”

The power has shifted to the end user and they require successful outcomes, Reynolds said. Also, IT, audio/visual, physical security and telephony will converge around integrated solutions, she said. Five enterprise platforms will rise: information systems, customer experience, data analytics, IoT and ecosystem.

In addition, solution providers will become more specialized in competencies such as security, advanced networks or industry applications.

“Differentiation will be key to double digit growth for six quarters, six years,” Reynolds said. “Security is money and security is a differentiator. It’s not a question of if they’re going to get attacked, it’s when.”

Matthew Lang, IT administrator at IND, a New Jersey-based MSP, attended the event looking for some insights his company can use to alleviate its cybersecurity struggles.

“Our main struggles are selling cybersecurity, and splitting that role internally, and figuring out how to sell security services that aren’t ad hoc with the goal of bundling,” he said. “That’s a difficult goal. We’re looking for some industry knowledge.”

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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