Report: Managed Security Services Critical for IT Resellers

With businesses racking up $6 trillion in breach-related losses globally, it’s less a question of whether IT service providers will add security offerings to their portfolios and more whether they will embrace the inevitable information security challenges effectively, responsibly and profitably.

That’s according to Channelnomics’ State of the Market Report: Security 2018. It’s based on a survey of 127 channel businesses with the aim of getting a snapshot of where resellers are right now in terms of the opportunities they see with security offerings and what they want from their vendor partners.

Chris Gonsalves, vice president of research at The 2112 Group, edited the report and tells Channel Partners the number of partners “still mired in a traditional view of the world stands out.”

“Over and over, we see a large number of solution providers in search of better margins, more lead-gen, more hands-on sales help from their vendors,” he said. “We’ve been preaching for years that the best path to profitability and growth is to focus on your own value-add. Focus on your unique methodology. Sell your brand. Nowhere is that more true than with a security services practice. Clearly there’s more work to do to get this message to resonate.”

Business spending on information security is expected to increase 10-15 percent annually for the next four years, well outpacing general IT spending. By 2020, information security spending will top $146 billion, with $100 billion of that being spent in the United States alone, according to the report.

“While I don’t think the optimism surrounding the opportunities in security is big news to anyone, I do hope that every solution provider that reads this report sees it as an endorsement of managed security services and an imperative for the modern IT services practitioner,” Gonsalves said. “Something like one in five partners is saying here that security is the biggest opportunity they have right now. That tells the entire channel where their most aggressive, forward-thinking competitors are going to be playing in very short order. Time to skill up, staff up and get those security services off the whiteboard and onto the menu. If you don’t, the MSP across town is going to eat your lunch.” ...

Written by Edward Gately

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