Listen, Educate

Tina Gravel, senior vice president of channels and alliances for Appgate (the vendor treats threat protection from the premise that everyone and everything on the network poses a threat and cannot be trusted until it has been verified):

“Clearly the effects of the pandemic will continue to be felt for the rest of 2021 and that will have an obvious impact on the channel’s ability to sell cybersecurity services in general, and threat protection solutions specifically. My advice to channel partners, however, remains the same as it did even before the pandemic changed our world: Always start with the goal of listening to your customers so you can best help them identify their cybersecurity gaps and then educate them as to why and how a zero-trust approach can help them meet both their immediate and future needs.”