EXPERT SPEAK which allows employees to move large volumes of data around , within and beyond corporate boundaries . Such operations are critical to collaboration between colleagues and third parties .
But they are Internet-facing by necessity , and we saw their targeting by threat actors throughout last year . Businesses of all sizes were pinned down by crafty zero-day attacks that ended in ransomware payloads or data exfiltration .
MFT tools can easily slip under the cyber-strategy radar . They are so common and basic that some people just Do not think about them . But threat actors do . They are constantly on the lookout for the paths of least resistance .
MFTs fit the bill , so channel partners should urge customers to include these tools in their posture planning . A quick win for the customer is a quick way to build rapport . The narrative , if adequately delivered , can build confidence at a time when it is sorely lacking .
In fact , the role of the channel can extend to evaluation itself . Many customers , especially smaller businesses , do not have the know-how to properly measure , communicate , and eliminate cyber-risk . As we all know , the first crucial step toward cyber-maturity is visibility . The second is prioritisation .
The channel can help with both of these steps . Partners have the experience to teach customers how to quantify risk on an asset-by-asset basis and how to use these numbers to protect the most vulnerable assets first , then work methodically through a business-oriented list to address the rest .
It is difficult to point to a network boundary or to define the location of data or the status of a workload and these blurred lines are what keep CISOs up at night .
It is at this point that we can discuss automation with the customer . Patching can greatly benefit from automation in terms of speed , accuracy , and resource allocation . IT personnel would only need to get involved in testing the more critical patches for core applications .
To make all of this work and allow you to add lasting and ongoing value to customers , you need to ensure that you have real-time insights into any deployments and configurations .
Being able to spot a problem early is the best head start we can hope for when facing the modern threat landscape . If you can deploy changes quickly and with minimal disruption , you will catch the customer ’ s eye and open the door to further service opportunities , and the development of a long-term relationship founded on trust .
This is how you will set yourself apart from other channel players . Lay the foundations , quick wins like MFT security , and soon you could find yourself building the rest of the house .
Customers are looking for experts to provide them with answers , and we have them . Channel partners can swoop in , measure , profile , automate , and fix . You are in the position to condense the complexities of the modern cybersecurity landscape into a convenient , mutually rewarding business relationship . All you need to do is show customers that you can manage their priorities and steer them to safety . •
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