Challenge: Overcoming a Potential Lack of Partner Depth, Breadth

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):

“Cybersecurity is complex. Protection from threats requires several security technologies working in unison. Channel partners may not have the breadth and depth of technologies needed to protect a business. In addition to technologies, channel partners need experience maintaining threat protection services and the infrastructure to provide 24×7 expert support to augment the customer’s security team. Partners also need to provide visibility into the solution, and the ability to develop new services and automate more processes when required.”

One solution:

“Become knowledgeable enough to speak with your customers about their threat protection plans and concerns so that you can search for solutions.”