Channel Partnerships – Paving the way for fundamental security resilience

This is where channel partners come in. Offering consultative, strategic advice and bespoke solutions, partners with security expertise can equip businesses with valuable resources and knowledge around the dynamism of the cybersecurity ecosystem. Whether that’s by enabling CISOs to make fully informed decisions around choosing their cybersecurity tools, providing outsourced security, or streamlining existing security architecture; there is an opportunity for channel partners to help protect end-customers from threats.

Here we explore how partners are best placed to enhance customers’ resilience and provide them with real value, as they navigate the cyber threat landscape.

Business decisions in uncertain times

It’s safe to say that the global economy has been unpredictable at best. This uncertainty has continued to filter through to the cybersecurity and wider technology markets, as macroeconomic factors like inflation and high interest rates have impacted market confidence. Customers are growing more cautious about investing in new technologies, as long-term return on investment isn’t always clear.

As budgets tighten, the ability to resource and support robust security infrastructure also weakens. Many mid-sized customers are now finding themselves struggling to establish or maintain in-house security teams with the capabilities to mitigate threats. Without the adequate skillsets or technology required to bolster security, they are subsequently looking to external alternatives.

By outsourcing certain security functions to an MSP or MSSP, organisations can better reduce the risks posed to them. Providing the resources, expertise, and technology to plug the gap, MSPs and MSSPs can help customers manage their security ecosystem.

Services within the channel can also help support end users when it comes to choosing the right solutions. Distributors and system integrators can offer bespoke, strategic advice and training throughout the purchasing process which can prove invaluable for customers. While independent procurement can muddy the water, the channel offers clarity as to how exactly each solution can be maximised. This offers more flexibility to how cybersecurity solutions can be purchased, and transparency over return on investment.

Ultimately, by consulting channel partners around purchasing decisions and integrating new security solutions, CISOs can be confident in a more secure organisational environment. Whether supporting in-house operations or resourcing external security offerings, in considering the bigger picture, channel partners are well placed to curate a more aligned security mindset.

The importance of removing siloes in security

Organisations are becoming more exposed to threats, and so CISOs and other decision makers are increasingly looking to more sophisticated security solutions to protect their businesses. Research from Trellix found that two-thirds (64%) of UK CISOs had over 20 disparate solutions in place – fed by the often-misguided thought process that layering multiple security tools on top of each other is a more effective form of security. In reality, we can see that having a more focused, streamlined approach eases the monitoring management of an organisation’s security environment.

Cyber-attack surfaces are dynamic and flexible, with threat actors constantly changing the game, integrating new tools into their cybercrime initiatives.

Here is where channel partners, value added resellers and systems integrators play an active role in consolidating and condensing security solutions. In turning to MSPs and MSSPs, businesses can remove silos and increase visibility by ‘connecting the dots’ between disparate solutions. This enables customers to navigate the complex security environment and support their IT and OT infrastructure by reinforcing their internal security.

This value proposition fully measures return on investment – especially when businesses fall into the trap of investing in too many siloed solutions. Diversity in offering is helpful, however, ensuring products from multiple vendors mesh and complement one another to plug an attack surface. Channel partners are the bridge in making cybersecurity technology more accessible to customers, driving sales and bolstering market confidence.

How the channel will evolve

It’s difficult to fully predict how the cybersecurity technology market will evolve. Solutions – much like the threat landscape and the wider economy – are continually changing. However, whether it worsens or improves, the channel landscape will continue to adapt and remain resilient.

Channel partners will play a core role here. Partners should continue to unlock value for end-customers and ensure security objectives are met. By aligning business goals and the hunger to grow through dynamic innovation and a positive security culture, we will see relevant, valuable partnerships form. This will provide customers with both the financial and cyber security to withstand changes in the market and remain resilient to threats, both now and in the future.