Security: Newer Suppliers
Channel Futures asked about the experiences Avant’s cybersecurity vendors are reporting from their engagements in the agent channel. For some of these suppliers, signing with Avant represented their first true foray into the technology advisor community.
Semmelroth said he sees an inflection point occurring between years two and three of partnering with the TSD.
For vendors on the earlier side of that, Semmelroth said vendors tend to increase their investments in the second quarter of their relationship.
“That’s where they really understand the model. They know it in their head, but now they understand it in their heart. Those are two different things,” he said.
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