ChannelVision Playbook V6

Demisto, for instance, has launched its channel and integration partner program, called Nucleus, enabling the expansion of its security automation and orchestration offering to end users. And, endpoint secu- rity specialist VIPRE recently launched its MSP Partner Program for endpoint and anti-malware protection, and named long- time security channel leader Marya Munir as the company’s new senior director of channel marketing. Also, Kaspersky Lab recently made a commitment to the chan- nel for the first time, launching managed services for remote security monitoring, virtualization security and mobile device security and management. “In January, we touched on our com- mitment to focus on MSPs this year and now we are excited to reveal what we have to offer our valued partners,” said Michael Canavan, senior vice president, B2B sales, Kaspersky Lab North Ameri- ca. “Kaspersky Lab’s MSP program was launched to provide more opportunity to partners – especially those that are VARs who are looking for ways to grow their business and migrate to managed service offerings in cybersecurity. Our program provides the necessary train- ing, resources and access to cutting- edge security solutions to make it pos- sible for MSP partners to completely secure the customer infrastructure.” What managed security services would you consider outsourcing to a security provider? Monitoring and threat management 65% Compromise assessment/forensics 52% Incident response 44% Network protection 37% Perimeter protection 37% Application protection 31% Endpoint protection 30% Source: AlienVault survey of 1,900 cybersecurity pros Many programs offer MSPs the abil- ity to build in value-adds as well. The VIPRE program, for instance, gives MSPs advanced features and granular controls to manage customers’ secu- rity through the VIPRE Management Console. It communicates to client locations through the VIPRE Roaming Service and provides MSPs a secured, cloud-based intermediary for managing agents, reporting, setting commands, policy updates and more. “Partners can offer [security solu- tions] in an as-needed, consumption- based model that fits their changing business needs – as well as the needs of their clients,” said Jason Greenwood, chief revenue officer at VIPRE. SMBs Turn to MSPs The opportunity is particularly ripe in the small to medium-sized business (SMB) segment. According to industry analyst organization Techaisle and cloud services provider dinCloud, the need to secure many different profiles that are the source of security challenges and breaches (e.g. mobile devices, network gear, data center applications, data and equipment) will force small and medium businesses in particular to spend on IT Cyber Patrol Channel Vision | July - August, 2017 32 20 THE CHANNEL MANAGER’S PLAYBOOK