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comes new opportunities for
resellers to expand their busi-
nesses by adding or refining new
services, products and solutions
that are in line with their busi-
ness goals and objectives, while
maintaining their existing compe-
tencies and customer base.
Global Regulations,
Local Businesses
The continued upsurge in ma-
licious data breaches worldwide
have heightened interest among
regulators, IT professionals and
corporate executives in data
security technologies that mitigate the
risks of sensitive data falling into the
wrong hands.
It’s this keener interest that may
be leading to the recent influx in cross-
border security regulations. Take, for
example, the General Data Privacy
Regulations (GDPR) recently adopted in
Europe, which are having a big impact on
security. Companies today are just start-
ing to sort out what GDPR implementa-
tion means to them, and these new rules
governing trans-Atlantic data transfers
will have an even greater impact in the
coming months and years. Taking the
GDPR legislation one step further is the
EU Privacy Shield regulation – recently
adopted between the EU and the U.S. –
which imposes even stricter obligations
on American companies to safeguard
the personal data of European citizens,
covering everything from health data to
social media activities.
Regulations such as these – and the
direct obligations they impose on U.S.
enterprises – present enormous oppor-
tunities to channel partners looking to
expand in the security space.
Innovative Solutions =
Channel Growth
Digital disruption is constantly
changing the IT landscape, presenting
opportunities for vendors to innovate
and bring new, game-changing solu-
tions to customers. While the host
of new opportunities has been trans-
formative for the way companies do
business, it also has introduced new
challenges that businesses are not
used to dealing with. The good news,
based on recent Ponemon Institute
studies, is that encryption technolo-
gies provide the second-highest ROI
for customers in safeguarding their
data. Partners open to learning about
encryption and tokenization technolo-
gies that address an existing and
growing customer problem will thrive
in this changing environment.
To help partners bring encryption so-
lutions to the market – and achieve prof-
itable ROI for the organization – it’s im-
portant for a vendor to take a strategic
approach in bringing their solutions and
offerings into the channel. They must re-
search their distributor and their reseller
base to understand their strengths and
weaknesses in adopting security solu-
tions that are “channel ready” today.
They must ensure that the partnerships
targeted are those that “match” the
offer with their expertise, services skills
and installed-based customers in key
market segments and industries. It’s
very important for the vendor, as well
as their distributors and resellers, to
ensure all their investments pay off and
achieve their long-term revenue
growth and success.
For example, resellers that
focus on storage and server
hardware infrastructure are a
logical choice for a security “at-
tach” solution. They are already
selling to the individuals and
organizations that buy servers
and disk arrays. Adding on or
upgrading to a solution within
that customer’s environment
to provide greater security for
data-at-rest is a logical next
step and great way for partners
to begin to “add data security”
and secure solutions to their portfo-
lios and business expertise.
Partners that focus on Microsoft-
based software solutions can also add
an encryption email solution easily to
their portfolio. They can use their ser-
vices expertise to help customers pro-
tect their current Outlook or Office 365
customer base with added functionality
and benefits through offering a new
email encryption solution.
Not all security solutions for the
channel, however, are as turnkey as the
two examples above. Tools that provide
security for data in-use and data in-
motion solutions are a perfect example.
Here, successful partners need a robust
knowledge of tool kits, API, ETL tools,
integrations, business applications, etc.,
as data is moving in and out for analy-
sis. These security solutions require
robust security knowledge and security
consulting expertise to understand how
to have customer conversations, find
projects, address needs, do a proof-of-
concept and close the deal.
Source: Ponemon Institute; HPE Security; among 252 companies studied
The cost of cyber crime
Source: Forreste
Global ap
(percentage
Source: BIA Kelsey, U.S. market
Calls Driven to Business s fr m Search
Source: IHS
Number of Global VoLTE Subscribers
2010 2011 2012 2013 2014 2015 2016 2017 2018
80,000
70,000
60,000
50,000
40,000
30,000
20,000
10,000
0
Paid Search
Organic Search
Mobile Search
34%
33%
%
%
%
%
E
2020E
Maximum
Mean
Median
Minimum
$7,217,030
$58,095,571
$60,525,947
$65,047,302
$7,574,791
$7,721,552
$5,479,234
$6,021,893
$5,533,432
$373,387
$567,316
$307,800
$15,000,000 $30,000,000 $45,000,000 $80,000,000 $75,000,000
FY2014 FY2015
FY2013
Five leadin
process ap
(IBM, Infor,
Oracle, SAP
Five leadin
process ap
(Adobe, Int
Salesforce,
All other ve
100%
80%
60%
40%
20%
0%
Source: Forreste
Global bu
by type of
Softwar
a perce
Source: Forr
2011 20
Customer re
ePurchasing
Human
Risk ma
Su
Governanc
Financi
Product
Call center
Manufacturin
Electr
Total, busine
2016
2018
2020
1.2
1.0
0.8
0.6
0.4
0.2
0
Global Vol TE Subscribers (Billions)
y Do you think US vendors will shift
their focus away from the UK if it
were to leave the EU?
Yearly growth in newly discovered malware samples by platform (ReversingLabs)
Source: HPE Security
bers
he EU, how do you think it
ny’s profitability?
Cybersecurity Market A nu l For cast
28%
9%
63%
Yes
Not sure
No
Yes
Not sure
No
56%
22%
15% NET Positively
28% NET Negatively
ers
ment efforts to
esses have
6%
- Next 12 Months
top three information security projects over
22%
20%
18%
Source: 451 Research
Source: BIA Kelsey, U.S. market
Source: Business Insider Intelligence
Estimated Global Cybersecurity Market
(i.e. Smart Cities)
2015E
2016E
2017E
2018E
2019E
2020E
USD (Billions)
USD (Billions)
Global
$160
$80
$0
Connected Car
Connected TV
Mobile/Network
PCs
loT Devices
Wearables
$160
$140
$120
$100
$80
$60
$40
$20
$0
2015E 2015E 2015E 2015E 2015E 2015E
Android
Document
FreeBSD
iOS
Linux
MSIL
Other
Perl
PHP
UNIX
Windows
116%
153%
35%
235%
212%
33%
752%
88%
-2%
-67%
-33%
-100% 0%
100% 200% 300% 400% 500% 600% 700% 800%
40
CHANNEL
VISION
|
July - August 2016