Demand for a Low-Touch Relationship

Sam Soares, chief growth officer at another security firm, CyberSmart, thinks more businesses will want a low-touch relationship with their channel partners. The equates to less complexity and more efficiency.

“The accelerated digital transformation is not going to slow down. This means the channel will continue developing digital-first experiences to deliver their services and products. This will see the rise of more digital marketplaces, and more digital support/self-serve, from a trusted partner that can provide what a business needs in one place.

“Channel will focus on products that are proven to work within specific environments, easy to deploy and maintain. This will put pressure on vendors to standardise systems and think of their tools as more of a part of an ecosystem, rather than standalone solutions.”