Channel Partners Panel Discusses Challenges of Launching a Security Practice

CHANNEL PARTNERS — Keep it simple. Find and retain the right people. Help guide your customers.

Those are among the tips provided by a Channel Partners Conference & Expo panel on Thursdayregarding how to add a successful security practice.

“Cybersecurity is a major growing and ongoing concern for business decision makers,” said David DeCamillis, vice president of sales and marketing for Platte River Networks, and forum moderator. “Companies are looking for help with risk management in order to protect their infrastructure, data, users and intellectual property.”

Sean Ginevan, MobileIron’s senior director of strategy, served on the panel and said a lot of customers don’t necessarily know what they need to be doing from a governance and practitioner perspective.{ad}

“I can buy and deploy all of the technology in the world, but if it’s not on the endpoint or in the network, or configured correctly, I’m still vulnerable as an organization,” he said. “So I need to be coached on how to be running these systems, and also the governance, reporting and compliance issues that go along with it. It certainly is an investment area that the channel can drive, but the fact of the matter is a lot of folks are looking for knowledge, so it’s an incredibly lucrative thing as well.”

Shlomo Kramer founded or backed six cybersecurity startups, and is now founder and CEO of Israel-based Cato Networks. He also served on the panel.

“I think basically the key today to succeed in security is simplicity,” he said. “Security has become so complex and so costly because the underlying infrastructure changed. Mobility, cloud and globalization have driven the security cost up because it’s not a simple infrastructure anymore. It’s very distributed and diverse.”

Cato offers network security as a service with Cato Cloud, a  cloud-based networking and security platform.

There is a critical shortage of security practitioners, Ginevan said.

“The technology is the enabler for the process and the people are the folks who are implementing it,” he said. “So if we’re not all three, we’re leaving ourselves open as clients, as companies, to breaches, to vulnerabilities. And we’re seeing this in a lot of the attacks where folks had some of the technology in place, but they weren’t monitoring those systems properly to know that they were vulnerable.”

The cost of security is rising because demand is rising, said Park Foreman, GTT Communications’ principal security architect. He also participated in the forum.

“This means great opportunities for those providing security services with the cost advantages of large scale,” he said. “This means further commoditization of security services to meet that rising demand.”

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