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Ultimately, each reseller must per-

form an analysis to understand their

own DNA and determine if they wish

to make incremental strategic invest-

ments in the area of security for skills

they do not have. For vendors desir-

ing to expand their channel, a data

security sales specialist is critical.

These specialists can help the robust

and talented partnership community

through the first couple of sales until

they feel comfortable and capable.

For many channel partners, there

is a great deal of energy and excite-

ment to get started in the security

realm. But excitement does not

equal enablement, which is often

the biggest challenge. Having solu-

tions, programs and promotions is

one thing – but having highly eager

and equipped partnerships with

deep data security depth is another.

Protecting sensitive data and meet-

ing compliance mandates is of

utmost importance to end users to-

day. Data-centric security technology

offers differentiators that other ven-

dors and their partnerships simply

do not have. For HPE partners, this

means market differentiation and

revenue growth opportunities are

available now.

Sheryl Wharff is in

global product mar-

keting at HPE Security

– Data Security.

Source: CBR

Source: 451 R

Ways C

23%

21%

20%

13%

12%

12%

6%

Estimated ROI for seven categories of enabling

security technologies

Source: Ponemon Institute; HPE Security

IT Execut ve Perceptions of wh re the I ternet of Thi gs will Most Likely

Hav an Impact or Provide Value

Source: CompTIA

Security intelligence

systems

Extensive deployment of

encryption technologies

Advanced perimeter controls

and firewall technologies

Access governance tools

Extensive use of data

loss prevention tools

Enterprise deployment

of GRC tools

Automated policy

management tools

Creating new

revenue/business

opportunities from

connected systems

(e.g. smart cities,

connected

vehicles)

Controlling and

monitoring newly

connected pieces

of equipment

Collecting new

streams of data

Adding intelligence

to previously

“dumb” objects or

systems

Gathering

contextual

information

about

customers

Create

42% 53%

46% 46% 35%

Control &

Monitor

Internet of Things Elements

Collect

Intelligence

Context

31-40

5%

Security Moni

Energy/Li

Manag

HVAC Manag

Remote

Tracking/Manag

Collecting Bi

on Pr

Transportation/D

Services Manag

In which of

“Internet o

Operational Support Systems

Manage SLAs

via NMS

Create & Track

Trouble Tickets

Network Discovery

via Integration

Customizable

Workflows

Maintentance

Notifications

Contract

Management

ADVANTAGES OF KCM

KADENCE Circuit Management (KCM)

drives profitab lity by optimizing the

ma agement of special cir uits, trouble

tickets and insid plant equipment.

Open ticket by customer, circuit or equipment.

Management dashboard + web portal.

Establish processes with customizable workflows.

KADENCE Ticketing System (KTS)

enables service providers to execute

customer retention strategies

and deliver preferential customer

support by benchmarking KPIs

and managing ticket lifecycles.

NEW PRODUCT RELEASE!

Schedule a demo to learn more!

866-877-4373 or

gokadence.com

41

July - August 2016

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CHANNEL

VISION