Spinning Up a Security Practice? Proceed with Caution

Channel pros who jump into the security market without preparing the way carefully in advance risk overpromising and underdelivering to their customers.

FOR YEARS WE’VE HARPED on IT service providers to shift their offerings from commoditized solutions to more advanced fare that will better grow their businesses. But while leveling up is a noble endeavor, it’s not one to take lightly. That goes double when you’re tackling information security. Yes, the white-hot security market offers profit-minded channel partners a path to more complex, high-touch, high-value services. But as with most promising opportunities, it comes with a cautionary note attached.

For the second year in a row, information security topped the growth-potential list on The 2112 Group’s annual Channel Forecast survey, besting other emerging technologies such as cloud infrastructure, Internet of Things, and business process automation. In the wake of yet another year of large, highly publicized data breaches, security remains front and center in boardrooms and IT shops as well, and is consequently top of mind for 56 percent of growth-hungry solution providers, according to our research.

But spinning up a legitimate security practice involves more than just bolting on a few isolated products and adding security to the line card. Security requires deep domain expertise in threat modeling, risk assessment, vulnerability management, and risk mitigation that most IT service providers lack. Only a small fraction of solution providers—about 1 in 5 by our research—have what can be considered a true security practice with distinct operational departments, certified experts, documented frameworks, and systems built on integrated technologies…

> Read the full article at channelpronetwork.com.