The Cybersecurity Channel Can Help

CF: Can the cybersecurity channel help local leaders and others with better securing the power grid?

PH: Absolutely. A vendor is very invested in what they do, and the channel works with different technologies. So a channel VAR in cybersecurity may sell endpoint detection and response (EDR), and also may sell security event monitors and training. So I think the channel has a great opportunity to be well-rounded and really well-versed in cybersecurity, whereas vendors laser-focus on a particular security thing they’re trying to fix. So the channel has the opportunity to be consultative with their clients on what are the best practices and policies, and technologies, and recommend the technologies that are best for a given scenario. The channel has a lot of expertise and that should be leveraged by end users, the people who buy to consume what we make. They should be using the channel to give them advice because they can see outcomes across their customer base.