ChannelVision Magazine July-August 2016

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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
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July - August 2016 | CHANNELVISION