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onboarding new and emerging secu-
rity vendor partners.
“As the number and complex-
ity of cyber threats continue to
increase, Tech Data is developing
simplified ways for our solution
providers to help their customers
identify, protect against and respond
to this rapidly evolving landscape,”
said Brian Davis, the company’s se-
nior vice president, U.S. marketing.
He added, “The cybersecurity
market is expected to grow ex-
ponentially over the next several
years, and we are well-positioned,
both from a skills and scale per-
spective, to help our solution provid-
ers capitalize on market opportuni-
ties and proactively address their
customers’ security concerns.”
That’s especially true in the IoT
space. IoT represents a rich set of
emerging applications, within which
channel partners can find pent-up
demand for smart security solutions.
These include wearables, building
and home automation, supply chain
management, patient information
management, energy and utilities
management, customer information
security, asset optimization, manu-
facturing process management,
communication technology manage-
ment and telematics.
For channel partners that invest
in acquiring the right skill set, the
revenue opportunities are stagger-
ing. Almost every cybersecurity ven-
dor has a channel program; and the
end-user demand is hockey-sticking.
In fact, MarketsandMarkets fore-
casts that the global IoT security
market is expected to grow from
$6.89 billion last year to a whopping
$28.90 billion by 2020, at a com-
pound annual growth rate of 33.2
percent. Further, North America is
expected to be the largest market
n exit from the EU
y’s compet tiv ness
ets?
Brexit
think US vendors will shift
ocus away from the UK if it
o leave the EU?
think Britain leaving
would affect t purchsing
ons of your clie ts
41%
1%
s
19% NET Positively
40% NET Negatively
ow do you think it
fitability?
16%
28%
9%
63%
47%
38%
es
Not sure
No
es
Not sure
No
15% NET Positively
Source: 451 Research
Channel-Oriented Revenue Expectations in loT Maret
Opinions based on those expecting to make money from loT within 2 years.
Source: BIA Kelsey, U.S. market
Estimated Global Cybersecurity Market
Deployment/integration
Infrastructure related
(i.e. networks, cloud)
Selling/Reselling loT products
Consulting/Advisory services
Complete solutions involving
HW + SW + services
Managed loT services
Cybersecurity/data loss
prevention/privacy
Data analytics/Business
intelligence
Repair/Troubleshooting/
Break-Fix
Custom app development
loT focus areas
(i.e. Smart Cities)
34%
33%
32%
31%
31%
31%
30%
26%
26%
21%
14%
2015E
2016E
2017E
2018E
2019E
202
USD (Billions)
$160
$80
$0
Connected Car
Connected TV
Mobile/Network
PCs
loT Devices
Wearables
66
CHANNEL
VISION
|
July - August 2016