Pick the Right Vendors

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):

“Channel partners should work with solution providers that are willing to execute a sell-with model and do the heavy lifting in early client conversations. This benefits all involved. Also, channel partners new to threat protection should spend time researching the cybersecurity industry, getting to know the basic language of threat protection and understanding what’s driving the latest trends. A strong supplier relationship will help them have insightful conversations and build a more strategic relationship with their customers.”