Industry Roundtable
Current state of the cybersecurity market and the evolving exposures to risk
The global pandemic and more recently, the invasion of Ukraine has heightened concerns over cybersecurity attacks. Whilst the continued shift towards “hybrid” working has created major gaps for hackers to gain access to sensitive information. But there are key steps that can be taken to safeguard against cyber threats as Joel Rennich, Head of Device Identity, JumpCloud and Matt Middleton-Leal, Managing Director Northern Europe of Qualys discuss.
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n our cyber security roundtable Joel Rennich, Head of Device Identity, JumpCloud and Matt Middleton-Leal, Managing Director Northern Europe of Qualys had this to say.
What is the current state of the security industry in your opinion? Joel Rennich: “Security certainly has received more attention from small businesses due to the pandemic - they had to manage security and ensure that their staff could get access securely from home. Now, those projects have bedded-in - staff are more used to this way of working, and companies that support their employees in working effectively are more likely to retain that staff over time. When people have more choice in the job market, that is actually a great benefit to offer.” “Tere are challenges around the growth of ransomware, and the
geo-political instability at the moment does pose a risk. However, the most important response, as always, here is to get the basics done well.
Matt Middleton-Leal: “Attacks are evolving at a rate faster than the industry and the people who are responsible for security can keep up with. Organisations are oſten outdated in a lot of areas - for example, there are still many people running on just legacy antivirus soſtware. Looking at the security landscape today, companies should move to
26 | April 2022
more complex capabilities such as endpoint detection and response. While those older platforms provide some protection, they are clearly nowhere near where you need to be to protect against the level of threat out there right now.”
What are the key challenges or threats affecting the channel? Joel Rennich: “For channel companies, security is a market that will continue to evolve. Tere is no end to the new threats getting launched and soſtware vulnerabilities found. So security management tools will always be in demand. Te biggest challenge is how to help customers achieve their goals when their teams are pulled in multiple different directions at the same time. IT administrators have so many things to think about - helping those contacts to automate or consolidate their tasks so they can be more efficient is a natural opportunity to help.”
Matt Middleton-Leal: “From a commercial perspective, the challenge is to move away from purely providing resale of vendors’ products and look at more services with ongoing revenues. To succeed, the channel needs to hire people with the appropriate skills for this new approach, which is based on understanding customer needs and keeping in touch on a really regular basis to know what changes are taking place. However, the job market around IT is currently fiercely competitive and those people are hard to find.
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