both initial onboarding sessions and certification programs as well as handson experience and lab work, which prepared them to sell and service SaaS. Thirdly was the increased emphasis on “account management and sales engineering.” Consisting primarily of outbound salespeople, technical sales and presales, and partner and customer account managers, these roles were directly responsible for generating and growing leads. The partners surveyed generated an average ROI of 72 percent. 2. Educate Customers on the Hybrid Threat Landscape For many companies, one of the biggest challenges associated with the hybrid workplace will be cybersecurity. Not only are their employees working outside the protection of their office endpoint security systems, but cybercriminals are increasingly targeting remote workers as well. In the Internet Crime Report for 2020, the FBI recorded a whopping 69 percent increase in total complaints compared to 2019. Financial losses due to cyberattacks exceeded $4.2 billion. In this new environment, knowledge is one of the most powerful weapons companies have to protect their networks. It starts with DNS. Some 90 percent of malware touches DNS when attacking a network, making it an especially cost-effective method of protecting networks in the new hybrid workplace. A robust secure DNS solution can therefore take advantage of the data provided by DNS to not only block these threats but also quickly identify the behavior of compromised systems and users if a breach does occur. Top 5 Crime Type Comparison Last Five Years Speed Tier Acceleration 2019-2021 Source: Open Vault 241,342 114,702 26,379 25,344 19,465 108,869 76,741 45,330 38,218 50,642 30,904 27,573 43,330 16,053 16,128 17,636 16,878 43,101 51,146 14,938 17,146 61,832 65,116 84,079 81,029 PHISING/VISHING/ SMISHING/PHARMING NON-PAYMENT/ NON-DELIVERY EXTORTION PERSONAL DATA BREACH IDENTITY THEFT June 2019 June 2020 June 2021 Where Deskless Workers Say Technology Could Benefit Source: Emergence.com OPERATIONS/ LOGISTICS COMMUNICATIONS PROFESSIONAL DEVELOPMENT HR/BENEFITS CULTURE PRODUCTIVITY ONBOARDING/ TRAINING 1Gbps+ 500-900 Mbps 200-400 Mbps 100-200 Mbps 60-100 Mbps <50 Mbps 2020 2019 2018 2017 2016 100% 2.1% 4.8% 10.5% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% 3.0% 8.6% 33.9% 24.9% 27.5% 4.8% 13.2% 37.3% 18.2% 21.7% 4.7% 17.2% 47.5% 10.5% 9.6% 96% 93% 90% 91% 74% 88% 89% THE CHANNEL MANAGER’S PLAYBOOK 30
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