Security Key Focus for Partners at Ingram Micro ONE

Security Shield

Lynn HaberINGRAM MICRO ONE — Security – the security threat landscape, business security challenges, overcoming business customer objections and the channel partner opportunity that security complexity drives – headlined the keynote sessions and several breakout sessions Tuesday at the Ingram Micro One conference in Las Vegas.

Ingram Micro's Eric KohlWith the focus on cybersecurity a foundational component of event, Eric Kohl, executive director for advanced solutions at Ingram Micro, called this week’s event the company’s biggest security show ever. He said that partners are in the right place at the right time to strengthen their security practice. Ingram Micro’s multibillion dollar IT security distribution practice, in existence for 15 years, supports more than 40 vendors and sells solutions and services to more than 10,000 U.S. resellers, annually.

It’s been estimated that the cost of cybersecurity crime will reach $2 trillion annually and spending on IT security solutions will reach $1 trillion over the next four years. Ingram Micro’s security framework is designed to help partners manage the full life cycle of their customer’s security. It’s built on several drivers or security challenges: the proliferation of devices; complexity; and a shortage of IT security professionals at client sites and within vendor and solution-provider businesses.{ad}

“So if you’re a solution provider it’s job security for you because SMB companies and midmarket companies are under attack like never before and they need your help,” Kohl told attendees.

The distributor’s framework is designed to help partners build a security practice and become more profitable, as well as build a path to partner business transformation. This framework helps partners position incremental security services and solutions throughout the entire sales cycle.

Kohl outlined the elements of the sales cycle, which begins with partner training and certification. This includes business building workshops that are offered year ’round as well as security-awareness training that’s offered by Ingram’s professional security services organization. The next element of the sales cycle is around pre-sales professional service to help partners position themselves in advance of a sale. Services include professional assessment offerings. Operations and enablement are the third element of the sales cycle, and include marketing, licensing, sales and market development to help partners shorten the sales cycle and be more profitable. It also includes positioning and delivering multivendor solutions, Kohl noted.

Financial services are also available to help support partners as the industry moves to as-a-service and monthly revenue models. Post-sale professional services that help partners extend their reach around the country are another element of the sales cycle. And for partners that have a deep bench of security expertise, Kohl encouraged them to …


… join Ingram Micro’s network to help other partners — what he called a “win-win” for everyone.

Managed service, or ongoing security management, is the final piece of the sales cycle. Ingram Micro works with both NetEnrich for security operations-center services that scale from the SMB to the enterprise, and Foresite security operations-center management services that scale from the SMB to the midmarket, that partners can offer their clients.

Ingram Micro is about to launch a new security site that will highlight vendor services and solutions available to partners, and also the people and resources available to help partners execute throughout the sales cycle at the specific vendor level.

Derek Manky, global security strategist at Fortinet, talked about building an intelligent security fabric that must be scalable, environmentally aware, more secure, more actionable and more open. The Internet of Things (IoT) is No. 1 on the radar for security threats with IoT attacks on the rise — 1.75 billion hits in September alone. The 20 billion IoT devices out there are the weakest link for attacking the cloud, he said.

General Michael Hayden, former director of the CIA and NSA, outlined the global picture of cybersecurity and cybersecurity threats. Two key points out of many he stated were that everyone gets hacked, so companies have to get over it, but noted that the challenge is in discovery, resilience and recovery; and, it’s the private sector that’s the main body in protecting and keeping businesses safe, not the government from the perspective of the day-to-day cybersecurity threats.

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