channelvisionmag.com Volume 22 Issue 5 SEPTEMBER - OCTOBER 2023 The Voice of the Channel Sponsored by STRATEGIES FOR SELLING STIR SHAKEN SHAKE UP? Business AI & Automation The channel’s role in platform rollouts IoT Touches Everything
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SEPTEMBER - OCTOBER 2023 EMERGENT 8 AI accelerates 8 Automation across the enterprise 10 Generative drawbacks 12 Automatic Upgrade The problem-solving power of automation for channel partners By Scott Frew CYBER PATROL 16 IoT device protection 16 SIEM partner program 18 SIM-based SASE 18 Most and least attacked 20 Smarter Access What if biometrics were the foolproof solution for infrastructure protection? By Céline Littré 24 Matters of Policy What SMBs need to know about cyber-insurance By Raffaele Mautone MOBILE & WIRELESS 28 ConectUS Riding High-Profile Partnerships to Future Success By Brady Hicks 30 IoT Touches Everything The channel will play a pivotal role in rollout of IoT platforms By Martin Vilaboy CHANNEL MANAGEMENT 40 Channel dominates IT spending 42 AI chatbot for the channel 42 Channel vet joins AireSpring 44 Why Your Salespeople Can’t Sell By Peter Radizeski 46 EnTelegent Solutions: The Ultimate Technology Partner By Brady Hicks 48 Snom Names Channel VP, Announces Zoom Phone Certification for M500 DECT XAAS: AT YOUR SERVICE 50 Why UCaaS Has Stalled By Peter Radizeski 52 An Edge for SMEs Infiflex helps smaller organizations bridge the technology gap By Brady Hicks CORE COMMUNICATIONS 54 DC market hits record 54 EarthLink Acquires One Ring 55 Video conferencing stays hot 56 Partner portfolio rebuild 57 Support Comes First at First Comm By Brady Hicks 58 Nova IX & South Africa Partners Empower Communications with Bicom Systems 60 Snom Hardware Helps Bridge the Next Generation of Office Communications 62 STIR/SHAKEN Shake Up? Call mislabeling leads to calls for updates to FCC mandate By Bruce Christian 6 Editor’s Letter 66 Ad index CONTENTS Volume 22 – Issue 5 4 CHANNELVISION | SEPTEMBER - OCTOBER 2023
The value proposition of business conferences and expos is pretty well established and consistent, no matter how any particular event is marketed or positioned. In general, organizations attend and exhibit at channel partner events in order to find new opportunities, whether it’s a new widget to sell or partner agency to sell through; to soak up education, training and ideas that will increase sales or improve operations; and to network (in person and face-to-face) or socialize (raise a glass and break bread), so as to maintain existing relationships and hopefully create new ones. It’s also nice to get out of the office once in a while to recharge the battery. With CVx (ChannelVision Expo), we aren’t trying to reinvent the wheel. Our intent, rather, is precisely to provide those expected and important values. We just aim to do it without many of the inconveniences, expenses and annoying unnecessaries that have become all-too-common parts of business travel and trade show experiences. We may be relatively new at producing an industry conference and expo. But as an organization that has attended and exhibited at upward of a dozen trade shows a year, for too many years, we have a solid perspective of the potential frustrations and discretionary expenses that too often are attached to the benefits of in-person event marketing. That’s why we chose our home city off Scottsdale and Talking Stick Resort to host CVx. Located about a 20-minute drive from one of the country’s most accessible and affordable airports, Talking Stick Resort, its convention space and casino offer big city, Vegas-style accommodations and amenities – minutes from world-class dining and entertainment – without the hassles, hustle, 15-minute walks, extra tips and upcharges of over-priced downtown locations. It offers everything a conventioneer could need in an intimate, smoke-free environment, located on the undeveloped Sonoran Desert of the Salt River Pima-Maricopa Indian Community. It’s why our educational content is highly curated and hand-picked rather than sourced from proposals. Light on overproduced hype and Powerpoint presentations, heavy on honest dialogue and practical advice, CVx panel discussions center around frank and productive dialogue about the real-word experiences of selling within key segments. We won’t waste your time with veiled marketing pitches and 10,000-foot views. Rather, concurrent sessions are loaded with expert training in sales, technologies, operations, compliance and finance along with actionable tactics that can be used immediately to accelerate sales and operational strategies. And like everything at CVx, all sessions are open to all attendees. No tiered badges, no wondering what your badge gets you into. It’s also why we refrain from selling massive, floor-wasting booth spaces, encouraging our exhibitors to exhibit in cost-efficient and approachable footprints; and it’s why we don’t nickel and dime our exhibitors with union prices plus extra charges for tables, chairs, carpet and a $50 garbage basket. And it’s also why we attempt to treat our attendees and exhibitors like guests, providing much of your meals, drinks, social networking and celebration options, courtesy of CVx and our generous sponsors. Of course, whether or not we have succeeded at our mission to “maximize value and minimize the rest” ultimately is determined by our attendees, exhibitors and sponsors. So as CVxEXPO23 comes to a close this November, and in preparation for CVxEXPO24, we ask our attendees and exhibitors to let us know where we might have missed the mark and what else we can do to truly make CVx a space for the partner community to celebrate the successes of the current year and recharge channel strategies for the year to come. You can reach out to me at martin@ bekabusinessmedia.com or 480.756.0760. Thanks, and see you in the aisles. A Smarter Partner Event LETTER Martin Vilaboy Editor-in-Chief martin@bekabusinessmedia.com Bruce Christian Senior Editor / Event Coordinator bruce@bekabusinessmedia.com Brady Hicks Contributing Editor brady@bekabusinessmedia.com Percy Zamora Art Director percy@bekabusinessmedia.com Rob Schubel Digital Manager rob@bekabusinessmedia.com Jen Vilaboy Ad Production Director jen@bekabusinessmedia.com Berge Kaprelian Group Publisher berge@bekabusinessmedia.com (480) 503-0770 Anthony Graffeo Publisher anthony@bekabusinessmedia.com (203) 304-8547 Michael Burns National Account Executive michael@bekabusinessmedia.com (262) 993-9116 Beka Business Media Berge Kaprelian President and CEO Corporate Headquarters 10115 E Bell Road, Suite 107 - #517 Scottsdale, Arizona 85260 Voice: 480.503.0770 Email: berge@bekabusinessmedia.com © 2023 Beka Business Media, All rights reserved. Reproduction in whole or in any form or medium without express written permission of Beka Business Media is prohibited. ChannelVision and the ChannelVision logo are trademarks of Beka Business Media 6 CHANNELVISION | SEPTEMBER - OCTOBER 2023
Partners offering AI/ML solutions have increased 625 percent in just one year, according to a new study from TD SYNNEX, from 4 percent in 2022 to 29 percent in 2023. Future plans to invest in AI/ML are also growing exponentially. In 2022, 14 percent of partners planned to offer AI/ML by 2025, with that number jumping to 34 percent in 2023. The growth is supported by findings on the demand side, as well. TD SYNNEX cited research from S&P Global Market Intelligence showing nearly 70 percent of responding large businesses have at least one AI project in production. However, 31 percent reported that those projects were still in pilot or proof-of-concept stage, and only 28 percent said they’ve reached enterprise scale with an AI project. The global survey gathered responses from more than 550 technology resellers, revealing that these businesses are recalibrating their priorities and services in response to the evolving landscape, said the report. “The business partner ecosystem is a bellwether for the global technology landscape,” said Rich Hume, CEO at TD SYNNEX. “It’s encouraging to see that our channel partners are demonstrating flexibility in their business models by focusing on emerging technologies and responding to changing customer demands.” Most enterprises either maintain a combination of automated and manual IT processes or are still mostly manual. But respondents to recent polling by 451 Alliance express a clear desire to automate more IT processes and expect to be increasing their IT automation budgets. Currently, just more than 5 percent of respondents say all their IT processes are currently automated, and a quarter report to having most IT processes automated. The largest group of respondents (30 percent) has a fairly equal amount of automated and manual processes, show 451’s data, while 27 percent say they use mostly manual processes and 13 percent say all IT processes are manual. In 12 months, however, 16 percent of respondents expect all their IT processes will be automated, representing a threefold increase in that category. The biggest expected decrease is among those with mostly manual processes, projected to decrease to 19 percent of respondents from the current 27 percent. Turning specifically to budgets, more than four in five respondents (86 percent) report their IT automation budgets will increase, with just more than one-third of respondents projecting an increase between 26 and 50 percent. About one-fifth (18 percent) say their budget will increase between 51 and 75 percent. When asked which IT processes would benefit the most from automation, respondents cite a broad range of functions led by security management, database management, application management, backup and recovery management and network management. “These respondents recognize the benefits of productivity, efficiency and speed that automation can provide,” said the 451 research note. “Nevertheless, some are concerned that costs may be prohibitive, that automation technology might be difficult to integrate with existing IT infrastructure and systems, or that their organization might lack the required skills and resources.” Perhaps the most notable finding, it continued “is that respondents believe IT automation can transfer skills across IT domains, helping to protect and preserve scarce resources and, in effect, making automation an IT force multiplier.” Study Shows Surge in AI Interest Among Resellers Enterprises Look to Increase IT Automation EMERGENT Technology Solutions Resellers Plan to Offer Within 24 Months Security 46% Networking 46% Data analytics 35% AI/ML 34% Hybrid cloud 34% Servers and storage 34% Automation 33% Collaboration 29% Source: TD SYNNEX In your opinion, what are the primary benefits of IT automation technology? Source: 451 Alliance: S&P Global Market Intelligence Generative AI Vertical Creation World Markets: 2023 to 2030 Increased productivity Increased efficiency Faster response times Better servicing of IT customers Increased scalability Increased agiliy and responsisveness Improved compliance and governance Reduced manual effor and human error Consistency/standardized process 40% 39% 34% 31% 29% 27% 24% 23% 21% 160 140 120 100 80 60 40 20 0 vices Law uring otive ation US$ Billions ative media hcare ining merce coms ticals 8 CHANNELVISION | SEPTEMBER - OCTOBER 2023
M58 DECT Desk Phone M500 DECT Base Station M55 DECT Handset Snom M500 System Zoom Certified Excellence for Seamless Communication Elevate your organization’s productivity with Snom M500 DECT System From the bustling office environment to the hospitality of restaurants and the fast-paced retail stores, the Snom M500 ensures seamless and certified connectivity, making it the ultimate choice for enhancing interactions in various professional and customer-facing contexts. The Snom M58 handset and M55 deskset are perfect complements to the M500 system, offering even more versatility in a variety of professional environments. With Zoom certification, the Snom M500 demonstrates that your interactions are marked by unparalleled connectivity and clarity. With this trio at your disposal, you’ll be well-equipped to handle the diverse demands of modern workplaces and customer interactions. Unparalleled mobility allows you to communicate on the move, whether you’re in an office, a restaurant, or a retail store True team transparency with a one-button hold and the ability to pick up a call on any phone Flexibility of the M58 handset and the convenience of the M55 desk phone to meet the diverse needs of different workplace settings Key System Functionality enables calls to be easily viewed and accessed on various phones with a simple button Goodbye to frustrating dead zones and dropped calls with uninterrupted communication no matter where you are Click Here to learn more about the M500 System
Cloud database platform company Couchbase Inc. recently unveiled its AI Accelerate Partner Program designed to make it easier for customers to build AI-powered applications with Couchbase Capella databases-as-aservice and support integrations with the broader AI and data ecosystem. According to the company, the program provides organizations with resources to integrate their platforms and tools with the Capella, reducing friction for customers that build and deploy models for AI-driven applications. The AI Accelerate Program is part of Couchbase PartnerEngage, with benefits that span go-to-market, technical and enablement categories, including eligibility for early access to beta programs and to the Couchbase AI roadmap; customized, hands-on AI-focused workshops; accelerated path to integration with Couchbase Capella, including eligibility for extended Capella trials; access to the Couchbase PartnerEngage portal; and marketing co-investments. “In order to make it easier for customers to build applications that are powered by AI on Capella, we are partnering, building integrations and aligning with others in the ecosystem,” said Matt McDonough, senior vice president of business development and strategy at Couchbase. “The new Accelerate AI Partner Program will ensure that our cloud database platform is well positioned to be a key part of the rapidly emerging AI landscape.” Couchbase announced that MindsDB and Dataworkz are the first companies to join the program. Unlike the businessto-consumer (B2C) space, enterprise deployment of AI brings significant risks that need to be weighed against potential rewards prior to investment, warn analysts at ABI Research. The risks have led to bans in some cases on third-party, “black box” generative AI services such as ChatGPT. “While generative AI enterprise use cases continue to emerge, delivering business value cannot rely on large, generalized models as they are slow, insecure, expensive, not adapted for the tasks they service, and subject to dangerous hallucinations,” said the research firm. Rather, smaller, contextualized models fine-tuned on specific datasets will offer a much greater ROI, ABI researchers continued. As examples, they point to an investment firm on Wall Street looking to develop an AI-based tool to analyze the stock market and inform users of key trends or a utility provider wanting a generative AI model that can predict future energy demands. Of course, a lack of smaller, contextualized models is not the only challenge for enterprise generative AI adoption. ABI pointed to other significant barriers that exist, including but not limited to a skills gap, data privacy, intellectual property protection, fear of vendor lock-in, trustworthiness and operational change. Couchbase Launches AI Accelerate Partner Program Holding Back Generative AI in the Enterprise EMERGENT Source: 451 Alliance: S&P Global Market Intelligence Generative AI Vertical Creation World Markets: 2023 to 2030 Source: ABI Research Which of the following IT processes at your organization would benefit the most from automation technology? Increased productivity Increased efficiency Faster response times Better servicing of IT customers Increased scalability Increased agiliy and responsisveness Improved compliance and governance Reduced manual effor and human error Consistency/standardized process 40% 39% 34% 31% 29% 27% 24% 23% 21% 160 140 120 100 80 60 2023 2030 40 20 0 Financial Services Law Manufacturing Automotive Education US$ Billions Marketing Advertising & Creative Entertainment & Multi-media Healthcare Energy, Utilities, and Mining Retail & E-commerce Telecoms Pharmaceuticals 10 CHANNELVISION | SEPTEMBER - OCTOBER 2023
AireSpring treats every partner with genuine care, showing true concern for you and your clients. The Order Department thoroughly reviews all orders before submission, and Service Delivery is supported by dedicated project managers and engineers, ensuring seamless communication with you throughout the entire order process. AireSpring offers an outstanding back office, featuring their QuoteSpring instant quoting platform that eliminates any waiting time for pricing. Moreover, they offer amazing SPIFFs and commissions, along with a highly competitive pricing model. With all these beneets, what more could you possibly ask for? Elizabeth Cortez VP of Channel Sales MyTelecomm No one makes things easier for me than AireSpring! To learn more about AireSpring or to become an AireSpring Partner call us today at 888-389-2899 or email us at sales@airespring.com This is the AireSpring Advantage.
EMERGENT Economic turmoil demands that resellers and channel partners keep renewal rates high, thrill existing customers and create new partnerships to help their organizations endure. Accomplishing these goals requires talented professionals in sales, marketing, customer success and operations working closely together — sometimes under enormous pressure. Unfortunately, too many smart companies are making the questionable decision to reduce these teams. Tech layoffs in 2023 have already doubled the 2022 total, according to Crunchbase figures, and we still aren’t through the last fiscal quarter of the year. The relentless pursuit of operational efficiency has led us here — to a place where letting go of talent and experience is seen as the best strategy to balance the books. As a result, those that remain are stretched thin and the entire organization suffers as a result. Channel leaders who continue cutting jobs create disadvantages for themselves and partners downstream. A successful strategy isn’t about shedding talented professionals who are masters of their customers’ install bases and impart institutional knowledge — it’s about adding automation and tools that make existing teams more efficient and focused on driving business. How automation solves long-standing channel challenges Investing in automation is a sound strategy no matter the economic climate, but it’s particularly helpful during uncertainty. Resellers and channel partners face unique hurdles when revenues decline. Ensuring their own sustainability while providing value to both vendors and customers is a delicate balancing act. Automation helps strike this balance and can make a huge impact on how they work through some of the most challenging aspects of their jobs. AUTOMATIC UPGRADE The problem-solving power of automation for channel partners By Scott Frew 12 CHANNELVISION | SEPTEMBER - OCTOBER 2023
YES THE SPECTRUM PARTNER PROGRAM. Services subject to all applicable service terms & conditions, which are subject to change. Services not avail. in all areas. Restrictions apply. ©2023 Charter Communications. LEARN MORE AT PARTNERS.SPECTRUM.COM INTERNET | VOICE | MOBILE | TV | NETWORKING | MANAGED SERVICES Is there a provider that will solve my clients’ needs and grow my business? “ Expand your reach to meet the needs of your existing clients and connect with new ones. Depending on your client and your business needs, we offer a variety of commission models to help you grow your business. Close more deals with solutions for small businesses to large enterprises to multi-family residential communities. NATIONWIDE COVERAGE. ONE PROVIDER. MORE WAYS TO EARN. SERVE CLIENTS OF ALL SIZES. “
EMERGENT 14 CHANNELVISION | SEPTEMBER - OCTOBER 2023 Here’s how: 1. Providing better data. Resellers and channel pros have lost out on renewals and partnership opportunities for decades — and it isn’t because of a lack of hustle or knowhow. Inaccurate, incomplete, out-ofdate and inaccessible data about customer install bases has held them back for years. Without a clear snapshot of all owned customer assets — and the partners who help supply them — it’s nearly impossible to construct a cohesive renewal strategy. Automation creates a revolution. The same pros can now schedule notifications and alerts, getting reminded about everything from renewal opportunities, upsell potential, cross-selling prospects, upgrades and refresh cycles. Automation in action: Imagine a vendor releases a new product that perfectly complements an existing installed product. With comprehensive install base data, sales can quickly locate all customers with that established product and introduce the new offering as an upgrade or upsell, thereby creating immediate opportunity at minimal cost. 2. Streamlining processes. The aforementioned lack of install base data often leads to a slog of manual sales processes. In order to make timely offers and enticing deals to customers, a lot of time gets wasted because of bad data. Not only does automation help significantly reduce the time to sew these deals up — it reduces the administrative overhead as well. Order processing, invoicing, contract and technology lifecycle management can be automated and taken out of a sales pro’s hands, allowing them to act in real-time when customers need them. Additionally, automation can solve for more complex channel process challenges. New regulations demand proper communication when certain sensors and installed equipment are being decommissioned or no longer supported. And with billions of connected IoT devices installed globally, managing this level of communication for each individual product line can be impossible for a human. Automation can handle notifications to customers and simultaneously notify a sales agent that the customer is due for an upgrade — helping to ensure compliance and avoid a lapse in contracts. Automation in action: Every sale is accompanied by a host of administrative tasks — quoting, invoicing, contract prep and other actions can take a significant time. Automation can minimize, or even eliminate, those tasks for sales. Leadership and sales leads can then work together to reimagine more valuable and revenuegenerating tasks to fill the time. 3. Enhancing quotes. Traditional quoting is time consuming. If the customer changes their mind or edits a request, hours can be added to an already long process, tying sales leaders up in paperwork. Partners are often stuck spending far more time than they’d like on tasks like approvals, requoting, converting currencies, checking price lists and prepping multi-vendor quotes. With automation in place, quoting is reduced to minutes, improving response time and giving sales more time to interface with customers. Moreover, modern automation tools can directly integrate with vendor systems, allowing real-time price book access and cutting out reliance on suppliers to find the right pricing. By generating quotes independently, resellers and channel partners increase their autonomy and agility. Automation in action: The vendor relationship cost often rises during renewals and quoting. For example, value-added resellers (VARs) and service providers rarely provide their own data for monitoring and tracking installed assets. Instead, data and information are often locked behind complex databases and systems that can be time consuming to access. Automation, however, reduces the vendor relationship cost and can make the data more immediately accessible. With economic uncertainty abounding, automation emerges as a steadfast ally in the channel. By harnessing automation to streamline operations, leverage data and enhance customer engagement, resellers and channel partners can future proof their business and win more deals. Automation is not just a tool; it’s a path to resilience and growth. o Scott Frew is founder and CEO of iasset.com. Source: ABI Research Which of the following IT processes at your organization would benefit the most from automation technology? Source: 451 Research; S&P Global Worldwide Total Addressable IT Market by Category, 2023 Forecast Source: Canalys 27% 25% 20% 19% 19% 18% 17% 15% 15% 14% 14% 13% 12% 12% 11% 11% 11% Security management Database management Application management Backup and recovery management Network management Server management Storage management Disaster recovery Testing Virtualization management Provisioning infrastructure, software, services Configuration management Incident management Continous integration/deployment (CI/CD) Patch management Problem management Change management 100% Total IT spend: US$4.7 trillion Growth: 3.5% 0.9% 1.0% 1.7% 90% 80% 6.9% 8.9% 17.8% 30.5% 32.3% 70% 60% 50% 40% 30% 20% 10% 0% Components and peripherals 2023 forecast Unified communications Cybersecurity Client devices, imaging and printing Infrastructure Software Telecommunications services IT services US$43 billion Growth: -7.1% US$45 billion Growth: -2.6% US$79 billion Growth: 11.1% US$324 billion Growth: -2.8% US$417 billion Growth: -0.1% US$833 billion Growth: 5.5% US$1,423 billion Growth: 0.9% US$1,506 billion Growth: -7.1% Automated Fingerprint Identification System Market Source: Market Research Futures 2018 2019 2020 2021 2022 2023 2024 2025 2026 2030 2031 2032 67.83 11 13.46 Market Size in USD Bn
Join the Revolution Tour! CELLSMART #driveislive is heading to the US on October 16, driving new intelligence into fixed wireless access. Catch us as we travel the East & West coasts and meet the team at CVx Expo in Scottsdale November 14-16 Booth number 5000. #driveislive | www.cellsmart.io | For more information: partners@cellsmart.io OCT 27 NOV 17 OCT 25 OCT 24 OCT 28 NOV 18 OCT 26 NOV 14 Wichita Kansas City Kansas City Saint Louis Chicago Detroit Phoenix Scottsdale Pittsburgh New York Las Vegas Salt Lake City Saint Louis Chicago Detroit Pittsburgh Scottsdale Las Vegas NOV 24 NOV 28 NOV 21 NOV 20 NOV 25 NOV 29 NOV 22 NOV 27 Salt Lake City Boise Seattle Portland San José Bakersfield Bakersfield Los Angeles Redding Sacramento Sacramento San Francisco San Francisco San José San Diego Phoenix Weiser Seattle Portland Roseburg Roseburg Redding Los Angeles San Diego OCT 15 OCT 23 OCT 19 OCT 17 OCT 21 OCT 16 OCT 20 OCT 18 New York Washington Washington Richmond Fort Worth Oklahoma City Oklahoma City Wichita Richmond Durham Durham Charlotte Macon Jacksonville Jacksonville Tallahassee New Orleans Houston Charlotte Atlanta Atlanta Macon Tallahassee Mobile Mobile New Orleans Houston Austin Austin Fort Worth DEPARTURE ARRIVAL DEPARTURE ARRIVAL DEPARTURE ARRIVAL
CISO Global, a managed cybersecurity and compliance provider, has launched a channel sales partnership program to extend its reach through VARs, MSPs and strategic partners. Available in the United States and Latin America, where CISO Global has a large presence, the program provides the full complement of CISO Global services to end-user customers through an extended network of partners that will be serviced and supported by the CISO Global team. The program is structured by type of engagement and extends to multiple partnership models, including reseller, referral/mutual referral and strategic. Each partnership tier has a corresponding level of support and financial compensation. “CISO Global offers a comprehensive portfolio of cybersecurity and risk management services and solutions,” explained Deb Smith, CFO for CISO Global. “We believe in the strategic value of opening our portfolio to other organizations so they can strengthen their cybersecurity posture through our integrated approach, solutions portfolio and focus on compliance. This strategy is effective in providing optimal protection from the increase in cyberattacks facing the industry.” Structured to be simple, the program provides onboarding to partners through a series of training programs and sales enablement resources and tools designed to support business development efforts. The range of program benefits includes marketing development funds, ongoing sales and technical training, dedicated channel account managers and business development experts and significant reseller discounts, referral commissions and finders’ fees, said the company. Issues surrounding security are among the biggest challenges enterprises face when piloting and adopting IoT networks. So it’s no small thing that Keysight Technologies and Synopsys Inc. have teamed up to provide IoT device makers with a comprehensive cybersecurity assessment solution to ensure end users are protected when devices are shipped to market. Under the partnership arrangement, the Synopsys Defensics fuzzing tool will be embedded as an option into the Keysight IoT Security Assessment solution. With the addition of Defensics to the Keysight IoT Security Assessment, users now have a comprehensive solution that combines known vulnerability assessments with a versatile fuzzer that can analyze more than 300 technology protocols used across diverse industries to test for unknown vulnerabilities and weaknesses, said the companies. In addition to reporting security flaws uncovered through fuzzing, the solution detects potential exploits resulting from weak authentication and encryption, expired certificates, Android vulnerabilities and Android Debug Bridge (ADB) exposures, known common vulnerabilities and exposures (CVEs), and embedded flaws in protocol stacks, such as Bluetooth Low Energy attacks such as Sweyntooth and Braktooth. Gurucul, a next-generation security information and event management (SIEM) provider, is upgrading its Gurucul Partner Program as part of its commitment to a channel-first sales motion. The enhancements improve the ability of Gurucul and its partners to co-develop and deliver value to enterprises looking to achieve faster business outcomes from their technology investment, said the company. Partners in the program can offer an AI-powered threat detection and incident response platform (TDIR) while increasing profitability with up to a 100 percent increase in deal registration discounts and high margins. Recent enhancements include a partner portal with robust self-serve training, marketing and enablement resources; deal registration programs with increased partner discounts; an increase in marketing development funds; and new incentive and rewards programs. Gurucul’s products are delivered through partners via software as a service, subscription licensing, or an MSSP model for customers that prefer the solution as a service. Gurucul has adapted and augmented its MSSP offering with administrator training and customer onboarding. There are also flexible license and billing models available to meet the needs of customers and partners globally. CYBER PATROL CISO Global Launches Channel Program Gurucul Enhances SIEM Partner Program 95% Percent of malware that lurks behind SSL/TLS encryption used by secured websites, according to WatchGuard Technologies’ latest Internet Security Report. “Organizations that don’t inspect SSL/TLS traffic at the network perimeter are likely missing most malware,” said the report. 16 CHANNELVISION | SEPTEMBER - OCTOBER 2023 Keysight, Synopsys Partner for IoT Device Cybersecurity
Aligning with the right technology provider is critical to your success. As a trusted technology consultant, your reputation relies on your ability to exceed customer expectations by delivering outstanding value, on-time service, and effective cutting-edge solutions. Quest can work with you to identify new opportunities to add services and increase revenues. We will provide you with dependable IT technology, helping you quickly gain traction with your clients and provide them with peace of mind. We believe partnerships should be easy. As your Technology Partner, Quest will offer: Let’s have a conversation today! Access to Exceptional Products and Services: A vast portfolio of essential technology services that can instantly become part of your own offering. Augmented Staff with Unmatched Expertise: Knowledgeable and experienced services teams allow you to work with a single, reliable, and responsive provider as you grow your business. Tailored Solutions to Meet Every Need: Tailored, flexible, and effective solutions to address your customers’ unique needs while improving your profitability. Superior Service Quality Without Compromise: With each interaction, your success is our focus, so we go above and beyond to meet your expectations as both a partner and client. Successful relationships matter to us. www.questsys.com/partners | 1.800.326.4220 Quest 2023, , and How can we help? are registered trademarks of Quest Media & Supplies, Inc. Elevate Your Technology Business Quest’s Award-Winning Technology Partner Program With access to our world-class experts, products, services, and marketing, Quest can help you enhance your IT offerings, expand your clientele, and pinpoint opportunities for growth. Cybersecurity • Managed and Cloud Services • Disaster Recovery • Incident Response Infrastructure Services • Professional Services
CYBER PATROL When it comes to finding a target for a cyberattack, hackers appear to consider what targets are most vulnerable rather than the most lucrative. That’s what findings from British cybersecurity provider Indusface seem to suggest, which surveyed 2,200 respondents from 16 different industries to discover which sector has experienced the most cyber attacks, as well as which type of cyber attacks are the most common among businesses. Altogether, a full half of U.K. businesses have experienced a cyber attack, and the sector that experienced the most was Education, at 78 percent. The next most attacked sector was Arts, Entertainment & Recreation (68 percent). Conversely, the least attacked sector was Financial Services (26 percent), presumably the most lucrative target for hackers and bad actors. Not surprisingly, Idusface found that just 32 percent of Education organizations actively invest in cyber security training for employees, compared to the 85 percent of financial services firms that actively invest in cybersecurity training. Of course, the Indusface researchers looked at frequency of attacks and not the value of impacted assets or dollar value of the damage done, which also presumably is higher per financial services attack. Incidentally, email hacking was the most common form of cyber attack. The Most and Least Cyber-Attacked Sectors 10 Sectors Experiencing the Most Cyber Attacks Rank Sector % Attacked 1 Education 78% 2 Arts, Entertainment and Recreation 68% 3 Accommodation and Food 67% 4 Real Estate Activities 58% 5 Health and Social Care 52% 6 IT and Communications 51% 7 Retail and Wholesale 50% 8 Construction 49% 9 Other Services 47% 10 Public Sector and Defence 46% 5 Sectors Experiencing the Least Attacks Rank Sector % Attacked 1 Financial Services 26% 2 Admin and Support 31% 3 Professional and Technical 32% 4 Transport 41% 4 Manufacturing 41% T-Mobile has introduced a SIM-based SASE (secure access service edge) solution, a network management and ZTNA (zero trust network access) platform that’s also the nation’s first solution to offer customers a secure network slice dedicated to SASE traffic, said the company. The solution will be available by the end of the year. “These industry-first components are designed to help make it easier than ever for organizations to protect corporate data and network resources from nearly anywhere,” said T-Mobile executives. According to T-Mobile, softwarebased security solutions can pose some risks and can leave room for improvement compared to hardwarebased security solutions. For example, traditional, software-based SASE offers protection when client software is downloaded onto devices and configured. This is a heavy administrative lift for IT departments and can potentially leave some devices vulnerable, such as IoT hardware and routers. T-Mobile worked closely with Versa Networks to create T-SIMsecure — the SIM-based SASE solution that uses International Mobile Subscriber Identity and International Mobile Equipment Identity for clientless authentication. This hardware-based component means that devices connected to T-Mobile’s network are automatically authorized through the SIM card, simplifying the work for IT and security teams by reducing administrative complexity. Because the authorization is always on and pervasive, it helps protect devices that are unable to support traditional SASE software, such as IoT and routers. And devices that don’t have a T-Mobile SIM can still download and set up the SASE device client regardless of carrier or Wi-Fi network, said the solution announcement. As part of its SASE solution, T-Mobile also will offer T-Mobile Security Slice — the first network slice dedicated to a commercial offering in the U.S. Using new network management capabilities, T-Mobile’s 5G standalone (SA) network can be divided into multiple virtual networks — aka slices. Each slice can be set up separately, making it possible to isolate and customize them to meet the needs and requirements of specific application and service traffic, such as SASE. This gives T-Mobile SASE customers with 5G SA enabled devices advantages such as improved latency and faster speeds compared to Wi-Fi, LTE and 5G non-standalone — and an incremental layer of security and control, said T-Mobile. T-Mobile Unveils SIM-based SASE Solution 18 CHANNELVISION | SEPTEMBER - OCTOBER 2023
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Biometrics are already well known and used in sectors such as identity and payments, but their use also could be relevant to access control for both IT and physical infrastructures. As the number of reported cyber-attacks has multiplied, companies, which until recently were largely unprepared for the risks, have had no choice but to equip themselves to protect their IT infrastructures. Today’s companies understand an attack can be costly and damage their business. Various technologies already exist to strengthen the security of digital access, in particular multiWhat if biometrics were the foolproof solution for infrastructure protection? By Céline Littré CYBER PATROL SMARTER ACCESS 20 CHANNELVISION | SEPTEMBER - OCTOBER 2023
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factor authentication (MFA). However, these systems often rely on the use of a smartphone, which poses two main problems: firstly, not all employees have a work phone and may be reluctant to use their personal device to identify themselves, and secondly, the use of these devices in industrial or sensitive sites may be prohibited for security reasons. There are also USB key identification systems, but again the risk of theft or loss does not provide a satisfactory solution. In this context, the biometric card can be a welcome alternative: paired with the holder’s computer, it unlocks access to all or some applications. Identity is verified by a biometric sensor on which the cardholder has previously stored his or her fingerprint. If lost or stolen, it’s useless. In addition to protecting digital space, access to physical infrastructure is also a security issue for organizations. Although access cards are the most common form of identification used by organizations, they do not guarantee infallible security. Cards can be lost or stolen and used to gain free access to the building. In this case, the biometric card offers additional protection. Its personalized use guarantees that the user of the badge or card is indeed its owner, thanks to a fingerprint recognition system. The use of biometrics in access control represents a real opportunity to strengthen infrastructure security. Considering what is at stake, and even though it costs more than a traditional card, companies are ready to take the plunge and protect their assets. Thanks to the work already done for payment applications, cards are already available and in the customer testing phase, with only a few months to go before the first mass-produced models are available. The challenge for the use of biometric cards for physical access remains compatibility with the wide range of existing devices (card readers). Manufacturers are working hard to adapt these systems for rapid, simplified integration and adoption by businesses. o Céline Littré is product marketing manager at Linxens, a provider of component-based solutions for security and identification. CYBER PATROL Source: 451 Research; S&P Global Worldwide Total Addressable IT Market by Category, 2023 Forecast Source: Canalys 14% 13% 12% 12% 11% 11% 11% Provisioning infrastructure, software, services Configuration management Incident management Continous integration/deployment (CI/CD) Patch management Problem management Change management 100% Total IT spend: US$4.7 trillion Growth: 3.5% 0.9% 1.0% 1.7% 90% 80% 6.9% 8.9% 17.8% 30.5% 32.3% 70% 60% 50% 40% 30% 20% 10% 0% Components and peripherals 2023 forecast Unified communications Cybersecurity Client devices, imaging and printing Infrastructure Software Telecommunications services IT services US$43 billion Growth: -7.1% US$45 billion Growth: -2.6% US$79 billion Growth: 11.1% US$324 billion Growth: -2.8% US$417 billion Growth: -0.1% US$833 billion Growth: 5.5% US$1,423 billion Growth: 0.9% US$1,506 billion Growth: -7.1% Automated Fingerprint Identification System Market Source: Market Research Futures 2018 2019 2020 2021 2022 2023 2024 2025 2026 2030 2031 2032 67.83 11 13.46 Market Size in USD Bn 22 CHANNELVISION | SEPTEMBER - OCTOBER 2023
In today’s evolving business environment, safeguarding a company’s digital assets and online presence has never been more crucial. Yet, amidst the myriad cybersecurity acronyms, a vital aspect often escapes attention. Cybersecurity insurance plays a pivotal role in fortifying businesses’ digital terrain. Nevertheless, comprehending the complexities of the digital realm can be daunting. Considering this, let’s take a brief plunge into the realm of cybersecurity insurance and underscore the significance of protecting a company’s online information. What is cybersecurity insurance? Much like other forms of insurance, cybersecurity insurance is a means of protection from monetary loss in a worst-case scenario. While the hope is to never have to use the protection that is provided, it is important to have it if the worst-case scenario becomes reality. The Federal Trade Commission (FTC) notes there are two major kinds of cybersecurity insurance: First-Party and Third-Party Coverage. While both cover breaches, first-party coverage protects a company’s data, and thirdparty coverage generally protects from liability if claims are brought against a company. Some specific costs first-party coverage typically includes are legal counsel, recovery of lost or stolen data, customer notification and call services, lost income, crisis management, cyber extortion, forensic services and penalties related to the cyber incident. Third-party coverage typically covers the following: payments to consumers affected, claims and settlement expenses, defamation and/or copyright infringement, litigation, other damages and accounting costs. The specific type of coverage that is best for a company depends on a wide variety of factors, but having some form of cybersecurity insurance is better than not having any at all. Why should a business have cybersecurity insurance? Think of a company’s digital portfolio like taking a flight on an airplane. Even though it can feel like there are no risks involved, there is always the possibility of something going terribly wrong. Cybersecurity insurance is like a parachute. You hope that you never have to use it, but if you go on a flight without one and the worst-case scenario happens, you’d rather jump out of the plane with a parachute than without. Having some sort of a safety net in place is imperative. It won’t always protect a firm from everything they want it to, but it can help to make the recovery process more streamlined. IBM reported that in 2022, the global average cost of a cybersecurity breach was around $4.35 million. Regardless of the size of an organization, that level of a financial hit could prove to be catastrophic. If a cybersecurity breach happens, having some form of insurance can help to cover costs related to the incident. CYBER PATROL Matters of Policy By Raffaele Mautone 24 CHANNELVISION | SEPTEMBER - OCTOBER 2023 What SMBs need to know about cyber-insurance
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CYBER PATROL A company is considered an SMB. Can it afford to not have cybersecurity insurance? The short answer is no. The long answer is that cybersecurity insurance is something that has become less of an option and more of a necessity. QBE mentions that SMBs of all sizes are likely to have access to customer data from across the globe. While we traditionally hear of cybersecurity breaches affecting major companies and corporations, Coveware mentions that nearly 75 percent of all companies affected by ransomware are classified as SMBs. To cyber criminals, the size of a company doesn’t matter, as all information is lucrative. In fact, SMBs can be even more enticing because of the reputation that they don’t have an impactful cybersecurity platform. While cybersecurity insurance can’t help protect information, it will help to mitigate the damages that these breaches have from a financial standpoint. How can I protect a business from a cybersecurity breach? While cybersecurity insurance is important for the back line, having a proper cybersecurity system is the most important thing to have. However, navigating the world of cybersecurity to do all these things can prove to be quite daunting, especially if cybersecurity isn’t what a company deals with. From understanding what a company needs to do without having to download more software than necessary, it can be quite a challenge. To fortify a cybersecurity stance, SMBs can elevate their defenses with these strategies: • Stay current: regularly update your software to shield against vulnerabilities. • Fortify passwords: bolster your digital gateways with unique passwords fortified by multi-factor authentication. • Deploy anti-virus solutions: enlist the aid of robust anti-virus software to repel digital threats. • Encrypt data: safeguard sensitive information with encryption, rendering it impenetrable to prying eyes. • Empower the team: educate staff and empower them to recognize and thwart cyber threats effectively. • Uphold security standards: consistently practice good security hygiene to maintain a resilient digital perimeter. Implementing these various measures can help bolster an SMB’s cybersecurity posture and shield digital assets from potential threats, but ideally, SMBs should look for a comprehensive solution that encompasses all of these tools (such as multi-factor and passwordless authentication, DNS Filtering, EDR, and a security operations center (SOC) team to manage any vulnerabilities) in a streamlined solution. Why an all-in-one solution? Having software that comes builtin with multi-factor and passwordless authentication allows for information to be secure, while making it much more difficult for a third party to access the information. Many cybercriminals will look to exploit any weaknesses they can find in an SMB’s online system, and passwords are often the weakest link. Look for a solution that includes authentication software that allows a team to access all information that can pertain to sales and marketing, while mitigating the potential for a data breach. A DNS filter should be able to go through the vast array of websites, find ones that appear suspicious and automatically block access to them. Many of these types of sites will install a form of ransomware or spyware, which can cripple business’ operations. Having an EDR system allows SMBs to identify the software and computers that are the most vulnerable, as well as finding new information for the DNS filter. If there happens to be a phishing attempt that slips through the DNS filter, having an EDR system as a backup will prevent that style of phishing from happening again to your SMB. Having a SOC team working around the clock to keep information secure is another asset to help safeguard company’s data. Being able to consolidate all the above-mentioned cybersecurity tools will ensure that a business can maintain its cybersecurity edge without the need for multiple software installations. Combining Measures In conclusion, cybersecurity insurance stands as an indispensable safeguard in today’s rapidly evolving digital landscape, and its significance cannot be overstated, particularly for SMBs. In a world where cyber threats continually mutate and grow in sophistication, the financial stakes of a cyber breach have never been higher. While the ideal scenario is never to face a cybersecurity incident, the reality is that the costs associated with such breaches can be financially devastating. Thus, cybersecurity insurance serves as a critical safety net, offering vital financial protection in the event of a data breach or cyberattack. Nevertheless, an effective cybersecurity strategy extends beyond insurance alone. SMBs must proactively fortify their digital defenses through comprehensive measures. This includes staying current with software updates, implementing strong authentication and encryption practices, deploying anti-virus solutions and educating employees to recognize and thwart cyber threats. Moreover, adopting all-in-one cybersecurity solutions with features like multi-factor authentication, DNS filtering, EDR systems, and SOC teams can help SMBs maintain a robust cybersecurity posture. By combining insurance with these proactive cybersecurity measures, businesses can significantly reduce their vulnerability to cyber threats. In an increasingly interconnected and digitized world, this comprehensive approach not only protects against monetary loss but also affords invaluable peace of mind. Raffaele Mautone is founder and CEO of Detroit-based Judy Security. 26 CHANNELVISION | SEPTEMBER - OCTOBER 2023
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