https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • Complete 2023 MSP 501 Rankings
    • 2023 MSP 501 50-1
    • 2023 MSP 501 100-51
    • 2023 MSP 501 150-101
    • 2023 MSP 501 200-151
    • 2023 MSP 501 250-201
    • 2023 MSP 501 300-251
    • 2023 MSP 501 350-301
    • 2023 MSP 501 400-351
    • 2023 MSP 501 450-401
    • 2023 MSP 501 501-451
    • NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2023 MSP 501
    • 2023 NextGen 101
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2024 CP Expo Call for Speakers
    • Channel Futures Leadership Summit
    • MSP Summit
    • CP Conference & Expo
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • Complete 2023 MSP 501 Rankings
    • 2023 MSP 501 50-1
    • 2023 MSP 501 100-51
    • 2023 MSP 501 150-101
    • 2023 MSP 501 200-151
    • 2023 MSP 501 250-201
    • 2023 MSP 501 300-251
    • 2023 MSP 501 350-301
    • 2023 MSP 501 400-351
    • 2023 MSP 501 450-401
    • 2023 MSP 501 501-451
    • NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2023 MSP 501
    • 2023 NextGen 101
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2024 CP Expo Call for Speakers
    • Channel Futures Leadership Summit
    • MSP Summit
    • CP Conference & Expo
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Channel Research


Shutterstock

Trust

ESET: Security Resellers, MSPs Not Earning CIOs’ Trust

  • Written by Edward Gately
  • January 8, 2020
CIOs are subcontracting critical services to protect their businesses from increasing cyberthreats.

Security resellers and MSPs certainly have their work cut out for them in terms of earning IT decision makers’ trust, and therefore maintaining their business.

That’s according to new research by ESET, which asked more than 100 IT decision makers about their future plans around cybersecurity and their views toward their security partners.

Trust is the most important factor for CIOs when choosing IT partners to work with, but trust appears to be falling short, with only one-half of CIOs saying they trust their existing security reseller quite a lot or a great deal, while less than one-quarter said the same about providers they don’t currently work with.

David Mole, ESET‘s U.K. channel director, tells us the lack of trust could be due to a lack of communication and transparency.

ESET's David Mole

ESET’s David Mole

“Keeping CIOs up to date on how active and proactive the reseller is being when it comes to quality assurance is an important component of keeping trust,” he said. “With cybersecurity, a breach is often not about if, but when. So it is an imperative that the reseller demonstrates how they are constantly reevaluating their security provision. This is where trust comes clearly into the equation.”

CIOs are subcontracting critical services to protect their businesses from increasing cyberthreats, Mole said. Businesses have increasing legal responsibility, and checks and balances to protect their customer data, with the very real possibility of extreme financial penalties if they don’t, he said.

According to research by FireEye, the vast majority of organizations plan to increase their cybersecurity budgets this year, with nearly 40% of U.S. organizations surveyed expecting budget increases of 10% or more.

CIOs rate trust in their channel partner as more important than having a high level of technical and engineering expertise, and cost, while their provider’s knowledge of new technologies is rated as significantly less important in influencing end-users’ choice of security supplier, according to ESET. Right at the bottom of the pile in terms of importance, however, are regular contact from account managers, a painless renewals process and peer recommendation.

When asked whom they trust most for guidance in selecting IT security products, potential new providers of IT products and services ranked as the least trusted source of guidance at an average of just 2.5. CIOs, however, are most likely to turn to peers at other organizations in a relevant sector ahead of any other source. Peers are placed way ahead of current VAR or MSP partners and security vendors.

Meanwhile, government entities are less trusted than one might expect, and there is further evidence of the lack of faith IT professionals have in their colleagues as the average level of trust placed in employees’ ability to follow IT security best practice is rated at just 2.86.

“I think the research throws up that there is certainly work to be done to bridge the trust gap,” Mole said. “It is also probable that many MSPs are working hard in the background but not communicating their good work. A good place to start can be as simple as customer satisfaction surveys that shed light on any trust gap and will go some way to helping the MSP understand what changes they need to make to bridge that trust gap.”

Channel partners need to demonstrate experience and understanding of the unique challenges faced by end users, emphasize the value that they can add, ensure that they are focused on adding real value for the long term and deliver on their promises, he said.

Tags: MSPs VARs/SIs Best Practices Channel Research Sales & Marketing Security Strategy

Most Recent


  • Dell Responds to Critics, Reaffirms Commitment to ‘Partner-First’ Strategy
    Channel exec Diego Majdalani says partner-first for storage is here to stay, but will it expand to the rest of the business?
  • Monthly recurring revenue
    3 Tips for Adding the Right Kind of Recurring Revenue
    Not all recurring revenue is created equal.
  • Trend Micro Partner Program Gets Big Redesign
    The program is built around the Trend Micro One platform.
  • CEO Steve Brazier at Canalys Channels Forum EMEA 2023
    Canalys Channels Forum EMEA 2023: Vendors Ask Channel for Help During Economic Slowdown
    Channel partners are thriving as IT vendors continue to move to "partner-first" to navigate a tough economy, says Canalys.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • edge computing
    'Challenging Results' for MSPs in Channel Futures' Exclusive Quarterly Survey
  • Security shield on digital background
    VMware Security Connect Focused on Redefining Security, Increasing Threats
  • Voxbone SIP
    Cisco, Microsoft, Zoom Newcomers on Latest Omdia UCaaS Scorecard
  • Transformer
    How Accelerated Digital Transformation Changed B2B Buying Behavior

Upcoming Events

View all

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Channel Partners Conference & Expo

March 11, 2024 - March 14, 2024

Channel Futures Leadership Summit 2024

September 17, 2024 - September 19, 2024

Galleries

View all

Channel People on the Move: HP, 8×8, Five9, Nitel, RapidScale, More

October 3, 2023

7 Trends Impacting Ingram Micro Partners: Marriage of AI, Data Looms Large

October 2, 2023

Nutanix Partner Program Sees More Changes, Vendor Touts ‘Channel-Led’

October 2, 2023

Industry Perspectives

View all

Partners Balance Multicloud Opportunity, Complexity

September 25, 2023

Why Conversational AI Matters for Your Customers and How It Can Boost Your Revenue

September 15, 2023

The 5 Ds that Lead to Unplanned Business Sales

September 13, 2023

Webinars

View all

MSP 501: Leadership in Cybersecurity

October 19, 2023

DE&I: Find the Balance that Works for You

September 7, 2023

Above and Beyond with the NextGen 101ers

August 30, 2023

White Papers

View all

6 UCaaS Reseller Challenges and How Real World Businesses Solved Them

February 1, 2023

Frost Radar: North American UCaaS Market, 2022

February 1, 2023

The Complete Guide to White-Label UCaaS for Reseller Success

February 1, 2023

Channel Futures TV

View all

Coffee with Craig and James Episode 129: ZLH Enterprises

Coffee with Craig and James Episode 128: Channel Partner Strategies Intelligence Service

August 25, 2023

Coffee with Craig and James Episode 127: Expereo, Movie Night Returns

August 18, 2023

Coffee with Craig and James Episode 126: ARG

July 28, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2023 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X