Channel outfits who want to flog security to customers need to have bucketloads of confidence, according to a new survey from Canalys.
Canalys, which has been working with Trend Micro and Tech Data to use its Cybersecurity 360 online skills assessment tool has worked out that successful security partners have a wide knowledge of the market from a technology standpoint, offer managed services and have confidence selling to senior managers.
Canalys vice-president Alex Smith. “Cybersecurity skills in the channel are in high demand and are hard to find. Those that were the most successful and displayed traits associated with market leaders were enjoying double-digit growth that was outpacing an already very buoyant market.”
The list of traits that Canalys said that the channel need to have to flog security products includes>
- Offers a comprehensive suite of cybersecurity technologies.
- Is dedicated, or has a dedicated division focused on security.
- Primarily sells to senior leadership within the client base.
- Possesses a deep understanding of customers’ IT environments.
- Can design and implement cybersecurity policies for clients.
- Provides a full suite of managed services.
- Operates a security operations centre (SOC).
- Is currently recruiting to support cybersecurity practice.
Although endpoint and network security were the most common technologies sold by the channel, those doing well were in a position to offer a wide range of technologies, including identity management and cloud protection, to make sure they could catch more revenue opportunities from customers.
The list shows that the channel needs to be confidently talking to senior managers at customers about security and risk and future strategies.
