Security
more stringent requirements. Tey will want proven tools and services, faster assured responses and higher SLAs. Tere may be stipulations on which they are not willing to compromise.
Getting the balance right Resellers must try to accommodate these variations and somehow build and deliver security services that meet customer needs and are repeatable and profitable. Getting the balance right here is the key to success. While there will be all kinds of factors for resellers and managed
security services providers (MSSPs) to consider in terms of what they offer within their value proposition, one factor that we believe can make all the difference is personal service. In essence, this is all about remembering the simple rules of selling and customer care. Listen to the customer and then adapt your approach and offering to suit their needs. While this sounds simplistic, it’s necessary due to the complexity
of cybersecurity and the daunting prospect managing it presents to small businesses. For them, it is a totally bewildering cacophony of opaque terms and acronyms. Te advance of AI and its use by threat actors to target their victims with greater precision and impact has made it even more terrifying. By taking a personal, sympathetic, and considered approach, resellers and MSSPs can cut through that complexity and give the customer clarity and confidence.
Clear and confident To do that, partners need to be clear and confident about cybersecurity themselves. While many are in that position today, others are still gaining knowledge and competence or are yet to really get seriously involved. Te channel partners that fall into the last two categories may be just as much in need of guidance, support, and a personalised service as the end user customers they are supporting. Te maxim that no reseller or service provider in the IT channel
can do it all has become something of a mantra in recent times, and this is certainly true of cybersecurity. We really can’t expect every reseller in the UK to be an expert in everything from identity management and protection to ransomware protection, and to have knowledge and experience of the products and services of every security vendor. Similarly, MSSPs can’t be expected to offer unlimited services that cover every possible threat scenario. At the same time, a reseller or MSSP would never want to seem
to be in any way unwilling or unable to meet the requirements of a potential customer. And where requirements go beyond what can be offered, a realistic and pragmatic approach needs to be taken.
Making IT personal Te TD Synnex Security Practice, for example, can help by providing resellers and MSSPs with access to an extended ecosystem of trusted vendors and service providers, and by delivering highly personalised enablement and support, extending right through to providing deep expertise on specific solutions where it is needed. Over many decades, we have formed close partnerships both with leading specialist cybersecurity and infrastructure vendors
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who have become very closely involved in the security space. We have also built up an ecosystem of trusted third-party specialists with whom resellers and MSSPs can form working partnerships to expand their own cybersecurity offering. Beyond this, we will make the whole experience personal
for the partner by applying the principles and approach that our business has been taking as part of our wider Making IT Personal campaign. Tis aims to make every interaction and experience that partners have with us – whether it’s in person or through one of our online platforms – as personal as it can be. We’ve done a tremendous amount of work collecting data and building profiles to get a deeper understanding of partner needs and how to address them. We are also continuing to transform the approach of our sales and customer engagement teams to make sure that they can always deliver the best possible service to our customers. While making the experience personal is something we are
doing in every area of our business, it’s especially important in the complicated and rapidly changing world of cybersecurity. But while it’s a big opportunity, resellers also need to be wary of not getting over-stretched or out of their depth. It’s important to walk before you try to run with cybersecurity. This is why working with a distributor like TD Synnex should
be appealing for partners looking to develop and grow their security business. We have the programmes, the platforms, the vendor partnerships, the ecosystems, and the core services to support them. We also understand that they may need to take their time to develop their own approach. Or that they may need to accelerate their development rapidly to meet a specific requirement or opportunity. We know that they won’t necessarily be able to do it all on their own – at least, not at first.
Every step of the way We are positioned to support them in every way and at every stage of their development, and we strive to make the experience tailored and personalised throughout. This approach allows resellers and MSSPs to develop and grow in a way that is manageable and practical, expanding their offering and gaining confidence all the time. It enables them to engage their own end- user customers in the right way and provide solutions that are appropriate to their needs and their budgets. What we are all trying to do as providers of cybersecurity
solutions and services – whether we are serving the needs of end-user customers or partners – is minimise the chances of gaps being left in the defences, of policies being ignored, and mistakes being made. It’s important to remember that there is a very human aspect to cybersecurity – most infiltrations will involve people at some stage, and while no one wants to expose their business or their personal information, it can happen all too easily if the security solutions and services, and the policies and processes, are not there. While partners and end-user organisations want simplicity, that should not be at the expense of reality. Cybersecurity resellers and MSSPs need a way to learn, grow, and set themselves apart – and end-user customers need to know that they can trust the protection that they are getting. It is really all about listening and taking the most appropriate action for each individual customer.
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