Interview
increase in the next 12 months. In a time where cloud-based attacks are anticipated to increase, the enhanced visibility achieved through deep observability is indispensable – and this is why it’s critical that we work to educate our channel partners on its value. While we’re glad awareness is growing, we also need channel support to ensure the market understands just how valuable this solution is for realising the full potential of the cloud. By paving the way for gaining deeper insights into network traffic, Gigamon optimises and makes better use of every single product end-users already have in place, which makes it an excellent partner opportunity for the channel.
Why should end-users consider migrating to cloud or hybrid cloud? Te cloud, and hybrid cloud especially, comes with a myriad of benefits that a vast number of organisations around the world are already reaping. One study identified that 42% of companies see a more agile and scalable development environment in hybrid cloud, and a further 40% realise accelerated business agility and innovation as a result of migrating. But the bottom line is that existing in the hybrid cloud is inevitable for every business striving for success and embracing digital transformation.
What challenges can impede migration and how can partners help customers navigate them? Te first challenge is security. While teams are becoming more aware of the challenges of migrating to the cloud securely, the security stack is struggling to keep up. Te reality is that many of the tools designed for an on-premises world aren’t able to protect a virtual/hybrid environment. While gaining insight into all data-in- motion is crucial to both security and compliance, it’s a challenge to achieve due to the myriad of tools being used across hybrid and multi-clouds. Te second challenge is cost and complexity. Forrester found that
forecasting and controlling cloud cost is a big challenge for 82% of decision-makers. As we’re now in a challenging economic climate, enterprises who are accelerating their digital transformation need to reduce complexity and save costs. Central to this is establishing a ‘single source of truth’ enabled by deep observability. Solutions and technologies that can help to consolidate what organisations already have in place is vital in achieving this. It’s the channel’s role to become trust advisors through both
challenges. It’s vital channel partners find ways to support customers and ensure their budgets go further. Tis is why the focus should be on introducing solutions that can integrate with and improve existing tools and systems, rather than working in siloes and failing to add value. It is this optimisation that is key to enabling customers to both reduce complexity and improve security. In fact, we found that deep observability is set to play a key role in supporting 50%of the global IT and Security leaders surveyed who lack confidence in effectively managing security tools costs for their hybrid or multi-cloud infrastructure.
How is the threat landscape evolving? How can channel partners help customers? A big security issue we’re seeing right now is the prominence of blind spots that exist between the network and the cloud, enabling threat actors to hide for what could be months before they deploy
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devastating strains of malware. In fact, our research this year found that unexpected blind spots being exploited is the leading concern keeping IT and Security leaders awake at night. For professionals in the UK specifically, 40%are worried about not having the tools and visibility to sufficiently secure their organisation. Unfortunately, the result is the risk of more and more cloud-
based attacks. As cloud security remains a key concern, end-users need more support than ever from the channel. One way we’re seeing this work in practice is with Zero Trust. Half of the leaders in IT and Security that we spoke to earlier this year stated that Zero Trust is crucial to boosting confidence levels that their organization is secure, the reality is that only 34%have the visibility to enable it. Tis is where the channel can become real allies to their customers, by supporting them on their Zero Trust journey, as while it is not a simple security approach, it is one that is increasingly proving necessary. However, it’s important that professionals in the IT and security
channel understand that Zero Trust cannot be implemented with just one product. In reality, it is not a single solution, but a mindset that will take a number of different solutions and most likely a significant culture shiſt to achieve; security teams need to move away from assuming that any user within the network perimeter can be trusted and eradicate any implicit trust at all. It’s the role of the channel to help customers create the foundations for this approach, and it’s our role at Gigamon to support our partners in understanding how deep observability can do this.
How can Gigamon help? How will you support channel partners? To mitigate against the risks of the expanding threat landscape, protect the hybrid cloud, and embrace Zero Trust, going beyond traditional log-based tools is key. Te Gigamon Deep Observability Pipeline does so to provide actionable network-derived intelligence into critical visibility gaps, enabling teams to better protect their organisations from cloud security threats. At the same time, deep observability can also sit at the core of
an optimisation strategy; it minimises the expenses associated with managing hybrid and multi-cloud IT infrastructures by identifying and eliminating security and performance blind spots, breaking down silos, and containing runaway complexity. In an environment where cloud security remains a key concern, and over 50%of Boardrooms don’t understand the shared responsibility of the cloud, achieving insight into all data in transit is ultimately invaluable. Education is a crucial element of the support we give to channel
partners. While deep observability as a term is relatively new to the channel, we’re encouraged by evidence that awareness is growing among IT and security professionals. It’s now our job to ensure that our channel partners are educated on the value deep observability brings to end-users, and boost enablement across our growing alliances. One great way we’ve been able to support channel partners on
the ground and the word on deep observability out to customers and partners is through our global GigaTOUR. Reaching across and through all our key markets around the world, we’ve been engaging with our partners as well as customers at a local level, ensuring they understand our messaging in the regional context relevant for them.
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