CompTIA: Partners to Offer More Security Services Soon

More partners are looking to security services – and rightly so – as a way of earning more money.

That’s according to a new CompTIA study, which says nearly two in three (63 percent) of companies it surveyed expect to bring in more revenue from security sales next year.

CompTIA polled nearly 300 U.S. IT companies to get its results.

Of those, three-quarters said they have security services in their portfolios. They usually consist of network security, business continuity and email security, but there is a “strong potential” for those providers to increase their offerings, said Seth Robinson, CompTIA’s senior director of technology analysis.

“Compliance management, risk management, cloud security, identity and access management, mobile security and security information and event management could all easily become components in a new security baseline,” he said.

The report also concluded that mobility and the rapid adoption of cloud services are spurring interest in security. That means partners need to be ready to sell it.

“Some channel companies will need to change sales structures, re-train staff or bring on new hires,” Robinson said. “Others will have to educate themselves on how all the pieces of a complete security solution fit together to provide customers with the best services.”

He added that that channel firms must familiarize themselves with the security landscape in order to discover their unique place within it.

“There are ample opportunities to take a proactive approach to security discussions with customers and highlight areas where clients might be exposed,” he said.

Meantime, another new study – this one from the MSPAlliance – sets a benchmark for managed service providers.

The industry organization surveyed more than 10,000 of its members during the fourth quarter of 2014.

MSPAlliance CEO Charles Weaver called the “2015 State of the Market” report the first “accurate snapshot of the industry’s revenue.”

“… this report uncovers very surprising details of how managed service providers are embracing cloud computing, marketing and selling their services, and where they are seeing profitability,” he said.

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