SHANE GRENNAN , SENIOR DIRECTOR , PARTNER SALES AND BUSINESS DEVELOPMENT , MET , FORTINET
Q & A
EDITOR ’ S
WHAT ARE THE OPPORTUNITIES AND CHALLENGES FOR CHANNEL PARTNERS TO ENTER THE MANAGED SERVICES AND MANAGED SECURITY SERVICES SPACE ? HOW CAN CHANNEL PARTNERS BUILD THEIR MSP AND MSSP SOLUTION STACK ?
Entering the MSP , MSSP space offers significant opportunities for channel partners to meet the growing demand for managed security services . However , they must also overcome several challenges by investing in technical expertise , differentiation strategies , and leveraging strong partnerships with trusted security vendors .
Organisations are increasingly looking for trusted partners to offload the
management of their IT infrastructure and security operations . By entering this space , channel partners can establish longterm relationships with clients , leading to
Enterprises and SMBs are looking for comprehensive IT services that allow them to focus on their core business while entrusting their IT infrastructure and security management to experienced partners . Executives from Fortinet , Cloud Box , Sophos , Delinea , Netskope provide further insights .
SHANE GRENNAN , SENIOR DIRECTOR , PARTNER SALES AND BUSINESS DEVELOPMENT , MET , FORTINET
recurring revenue streams and increased customer loyalty .
Building their MSP , MSSP solution stack also allows channel partners to provide end-to-end security services , including proactive threat detection and response , network monitoring , vulnerability assessments , and compliance support . This enables them to offer comprehensive
Channel partners need to differentiate themselves by showcasing their expertise , industry knowledge , and commitment to delivering exceptional customer service .
solutions that meet the evolving needs of their clients and differentiate themselves in a competitive market .
There are various challenges that channel partners must overcome to succeed . One significant challenge is developing the technical expertise and capabilities necessary to deliver effective managed services and security solutions . Another challenge is standing out in a crowded
marketplace . Channel partners need to differentiate themselves by showcasing their expertise , industry knowledge , and commitment to delivering exceptional customer service .
Partners can leverage Fortinet ’ s industryleading security solutions when building their MSP , MSSP solution stack , our such as FortiGate Next-Generation Firewalls , FortiSIEM for centralised security event and information management , and FortiAnalyzer for in-depth security analytics . Partnering allows channel partners to access a wide range of security technologies and services , enabling them to offer robust and tailored solutions to clients .
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