ALESSANDRO PORRO , VP GLOBAL CHANNELS , OPSWAT
Q & A
EDITOR ’ S
WHAT ARE THE OPPORTUNITIES AND CHALLENGES FOR CYBER SECURITY CHANNEL PARTNERS TO ADD VALUE IN THEIR RELATIONSHIPS WITH CISOS AND SECURITY ADMINISTRATORS ?
In today ’ s complex cybersecurity landscape , channel partners play an important role in supporting CISOs and security administrators . On the one hand , there are a lot of challenges . CISOs are often overwhelmed with day-to-day responsibilities , managing existing security measures and staying ahead of evolving threats – leaving them with limited time for exploring new solutions or engaging with vendors . They are also faced with a lot of people approaching them with unique or better solutions , adding to the noise .
Additionally , many organisations , especially within critical infrastructure , operate with both IT and OT environments ,
By fostering partnerships , partners can collaborate closely with clients to develop customised security strategies , identify vulnerabilities , and implement proactive measures . This collaborative approach strengthens the bond between partners and clients , fostering a sense of shared responsibility in safeguarding against cyber threats . Executives from OPSWAT , BeyondTrust , Cloud Box Technologies respond .
ALESSANDRO PORRO , VP GLOBAL CHANNELS , OPSWAT
and the convergence between these domains poses unique challenges . CISOs are left navigating these complexities while ensuring a strong security strategy that addresses the specific needs of each domain .
However , there are also opportunities for channel partners . Channel partners can differentiate themselves by understanding the challenges faced by CISOs and tailoring their offerings to address these pain points . Instead of offering ad-hoc solutions , partners should focus on providing comprehensive platforms that address the needs of modern organisations and meet the need of both IT and OT . Effectiveness , efficiency , and peace of mind are what will capture the attention of a CISO .
Channel partners can provide valueadded services such as assessments or integration support , demonstrating a commitment to the long-term success of a
partnership and value of the investment . Another goal for channel partners should be to become trusted advisors to CISOs . By consistently delivering value , offering strategic guidance and providing a long-term vision , partners can establish themselves as allies when it comes to mitigating cyber threats .
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