Cisco will get loyal channel with Duo Security buy


Analyst cautions the networking vendor to keep partners in mind as it brings Duo into the fold.

Cisco’s $2.35 billion purchase of Duo Security, announced today, could be a boon to Cisco’s larger networking strategy, but it promises to cause some anxiety among Duo’s hard-core channel partners, according to one analyst.

“Duo has a relatively small, but fiercely loyal, cadre of partners in its MSP and reseller programs, and these folks will be watching the Cisco acquisition with great interest, and probably not a small amount of concern,” Chris Gonsalves, director of research at The 2112 Group, told Channelnomics in an email.

Gonsalves noted that Cisco’s reputation as a “famously partner-friendly vendor with a ton of resources and firepower capable of taking Duo to the next level in the channel” will help, but there may be concerns around ease of doing business with the networking giant.

“Duo’s nimble, responsive technology roadmap and flexible pricing [are] areas Cisco occasionally struggles with post-acquisition,” Gonsalves said.

Duo provides unified access security and multi-factor authentication, which sits well with Cisco’s efforts to bolster its intent-base networking efforts and bring more secure connectivity between users and applications.

by Jeffrey Burt

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