![]() It has become much bigger than just the remit of the CISO – there are other players that need to know the value of what a new process looks like. Security itself has become a board-level conversation, and as such the ecosystem of buyers has evolved. No customer has an endless cheque book which means IT cannot be in all places at all times – so they are asked, where can they offer the greatest value (i.e., protection) with minimal disruption to the business? While the rewards are substantial, the challenge remains in that-like every department in the business-IT is having to balance modernizing with consolidating. The demand to solve the security puzzle is larger than ever before. IT Security spending in Europe will hit $37bn this year according to IDC and surpass $50bn by 2025.įor channel partners, that represents a huge opportunity. This competency is becoming increasingly important not just to help customers with a more complete understanding of their security challenges, but for the lucrative rewards on offer. The Opportunity Awaits (and It’s Only Going to Get Bigger) That means a core competency for the channel to master is the ability to: address the individual security concerns of each business, assess how those concerns might impact business goals, and create an action plan that ensures security supports their goals. On the surface it might seem most customers have the same challenge the reality, however, is that every customer is different. Talking to one of our partners in the Netherlands, Fondo, and its Business Development Manager, Joris Adriaanse, he explained, “When the shift to remote working happened, a lot of customers lost visibility of what employees were doing, and how they were doing it – from a security perspective it was a major challenge.” It’s why I believe, now more than ever, that partners have a significant opportunity through education, certification, and training to help customers navigate the changing threat landscape. 1 That’s a sizeable task for any business to have to be faced with. VMware ran a study earlier this year which revealed targeted victims now experience integrity and destructive attacks more than 50 percent of the time. Organizations of all shapes and sizes have had to rapidly adapt to a future where security has taken center stage. ![]() ![]() Nick McAlister, Senior Director, EMEA Channel & Partner Go to Market at VMwareĪs our partners attest in nearly every conversation we have with them, almost everything we knew about security has gone through a radical re-think over the past 18 months.
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