How a Co-Security Approach Can Improve Vendor-Partner Relationships

Adela Racibor

When it comes to cybersecurity, every organisation faces its own unique challenges and different risks. However, the growing prevalence and scale of cyberattacks have made the stakes clear — no one company can solve cybersecurity problems by themselves.

It requires a collective approach, where organisations can share information, resources and skills. This is a mindset known as co-security, where businesses actively seek to help improve one another’s security capabilities and culture.

This need for co-security also translates into the vendor-partner relationship. Co-security is an approach in which vendors can closely support partners to ensure that all sides are equipped to meet the needs of customers, from the technology itself through to the purchasing and licensing models. It’s about fostering collaboration based on the principle that good partnerships can elevate cybersecurity.

Channel Needs Co-Security Mindset

Here we explore the importance of the co-security mindset in the channel, and how vendors and partners can harness this approach to protect customers with the latest and most innovative solutions, helping them achieve their overall business outcomes.

1. Building relationships on shared vision and values: The current cybersecurity market is strong and grew by 12.5% year on year in Q1, despite uncertain economic conditions. However, budgets continue to see greater levels of scrutiny from end users. This means that the relationships between vendors and partners will be ever more important to ensure they continue to meet the needs of customers, as competition in the market intensifies.

For the channel, a collaborative approach driven by co-security can help navigate this dynamic market and establish a long-term relationship with their clients. Partnerships work better when there are shared values and open communication, to build commercial opportunities.

There needs to be a clear alignment of vision between partners and vendors. Channel leaders must ensure that vendors share their core beliefs around the customer experience, business relationships and strategic vision. They should always collaborate with vendors who prioritise transparency and open communication. Those who seem opaque or overly “product-pushy” without actively listening might not be the right fit.

Once your visions have aligned with a vendor, assess the practical aspects of their business. Here’s what vendors should be offering in practice:

• Customisable solutions: Tailored offerings that can fit the unique needs of the channel’s clients.
• Robust support system: Dedicated support for the channel, ensuring seamless integration and problem-solving.
• Channel training programs: Adequate training resources and programs to empower the channel with the knowledge of their products.

2. Building collaborative growth through knowledge sharing: To effectively implement co-security in practice, all sides need to demonstrate adequate knowledge and resource-sharing capabilities. Channel leaders should also have a thorough, in depth understanding of their customer base and be able to provide appropriate market intelligence to vendors when needed. For example, what are the pain points for their clients? What is their security investment strategy and the level of support that the clients expect?

At the same time, vendors should deliver a continual flow of …