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Cyber Patrol
Mobile security is a complicated
area by any gauge. In addition to the
myriad devices, BYOD of those de-
vices and inconsistent user behavior,
there are compliance issues, compli-
cated ecosystems of suppliers and
developers and still-evolving mobile
security policies. Even so, channel
partners’ biggest mobile security
challenge may lie further upstream.
A survey by Samsung and Chan-
nelnomics asked channel solution
providers which area of the mobile
security equation they felt they were
lacking, and the top answer, chosen
by a third of respondents, was “ven-
dor relationships.”
Likewise, when partners were
asked to highlight what they
would like from their vendors to
help them improve the mobile
security offerings they take to
customers, expected answers in-
cluding new and better products,
more training, improved market-
ing efforts and more certifica-
tion were among those listed.
However, the top response, far
and away, was “improved vendor-
partner relationships.”
What’s more, 49.9 percent of
partners said only 10 percent of
vendors offer them everything they
need to effectively manage their
customers’ security.
“Somewhere there is a break-
down in communication – a dis-
connect between security vendors
and their channel partners,” said
the report.
Avnet Introduces
Managed Security
Program
Avnet Technology Solutions recently
launched a managed security service pro-
gram, known as Recon, for its partners
in the U.S. and Canada. The new service
provides partners with a 24x7x365 security
monitoring and management offering for
their customers. Created to enhance part-
ners’ practices and margins in the security
and services markets, the managed security
program can be offered either as a branded
offering through a white-label approach or
as an Avnet-branded service.
Recon can easily bundled with security
technology from leading security compa-
nies, such as Cisco, Checkpoint and F5,
to create holistic security solutions for
customers. It enables partners to access
continuous threat detection and remedia-
tion through a unified security management
system. The service features on-premises
collection, correlation and analysis with
cloud-based monitoring and remediation. It
also includes assessment, discovery and
networking capabilities. Additionally, Recon
provides host-based intrusion detection, file
integrity monitoring, compliance reporting
and vulnerability assessment options.
“Threat monitoring and detection is one
of the most in-demand aspects of security
among end users. However, offering these
types of services in-house is a personnel-
and resource-intensive proposition,” said
Alex Ryals, vice president of security and net-
working solutions for Avnet Americas. “With
Recon, we have invested on our partners’
behalf to give them a way to monitor their
customers’ security environments without
draining their resources. This provides part-
ners with a critical element in being able to
offer truly comprehensive security solutions.”
Avent says its partners will be able to
engage dedicated solutions specialists to de-
velop complete security solutions and draw
upon a wide range of complementary secu-
rity offerings, such as deployment and inte-
gration services, activity monitoring, DDoS
protection and penetration tests. Avnet also
provides expertise in related technology
market segments, including cloud, cognitive
computing, data analytics, data center, IoT,
mobility and enterprise networking.
$10.8
Billion
Expected size of the global
network security appliance
and software market by 2020,
according to IHS Markit
forecasts, with it driven largely
by virtualization and cloud
enablement.
Source: IHS Markit
Global Port Revenue, 1G - 100G
Source: Samsung; Channelnomics
Which area of mobile security
do you think you are
lacking in?
What would you like from your
vendor to help you improve
your mobile security offering?
13.3%
20.0%
13.3%
33.3%
Source: Samsung; Channelnomics
$60
$50
$40
$30
$20
$10
$0
2015 2016 2017 2018 2019 2020
1G 2.5G 10G 25G 40G 100G
US$ Billions
Source: Unify Square
Daily Usage of U
12.5%
43.7%
25.0%
6.3%
6.3% 6.3%
Software offerings
Hardware offerings
Services
Vendor relationships
Knowledge
More training
Improved vendor-partner relationships
More certifications
Different/better product
Better marketing
Other
20.0%
lobal hosted hosted VoIP and UC seats
ill pass the 70 million mark in 2020
$6,000
$8,000
10,000
12,000
14,000
40
50
60
70
80
l Seats (Millions)
0% 10% 2
Desktop
Sharing
Video
Conferencing
& Voice
Instant
Messaging
Source: IHS Markit
Source: Samsung; Channelnomics
Which area of mobile security
do you think you are
lacking in?
What would you like from your
vendor to help you improve
your mobile security offering?
13.3%
20.0%
13.3%
33.3%
Source: Samsung; Channelnomics
$30
$20
$10
$0
2015 2016 2017 2018 2019 2020
1G 2.5G 10G 25G 40G 100G
US$ Billio
Source: Unif
12.5%
43.7%
25.0%
6.3%
6.3% 6.3%
Software offerings
Hardware offerings
Services
Vendor relationships
Knowledge
More training
Improved vendor-partner relationships
More certifications
Different/better product
Better marketing
Other
20.0%
Source: IHS Markit
Global hosted hosted VoIP and UC seats
will pass the 70 million mark in 2020
$2,0 0
$4,000
$6,000
$8,000
$10,000
$12,000
$14,000
$0
0
10
20
30
40
50
60
70
80
Revenue
Seats
Global Revenue (US$ Millions)
Global Seats (Millions)
2015
2020
0
Conferencing
& Voice
Instant
Messaging
Mobile Sec Vendor, Partner Disconnect?
34
Channel
Vision
|
January - February, 2017