Fear: Partners Thinking Too Narrowly

David Nuti, head of channel and alliances for North America at Open Systems (Open Systems offers managed detection and response as well as SASE. Thus, its threat protection resides on endpoints, alongside remote users and sites, and on clouds and cloud applications):

Partners need to stay focused on service consolidation and avoid rushing to their customers with point threat-protection solutions. Channel partners who find a cybersecurity service provider that offers the entire stack, and then promotes the portion of that stack that applies to the customer’s threat protection requirement, will demonstrate that they’re thinking strategically.

Partners also should consider the entire threat protection chain – including prevention, detection and user training. To allow for this, partners should find solutions that provide security administrators with visibility and insights to simplify threat identification and prioritization. Keeping an eye on policy-driven administration and automation is another best practice. Security teams will be stretched even thinner in the years to come and will want to use services that are all-inclusive, intelligent, unified and automated. Customers will value anything that channel partners can offer to improve threat protection while decreasing the strain on their internal resources.