FUTURE TECHNOLOGY
partners can help businesses build a robust defence against evolving cyber risks.
Regular security audits and compliance assessments further ensure organisations adhere to industry regulations and best practices.
Channel partners can help businesses strengthen their cybersecurity posture by offering specialised, AI-driven solutions to enhance threat detection, automate incident response, and predict future threats.
“ They can guide businesses toward adopting Zero-Trust and support the implementation of robust encryption and post-quantum cryptography to protect against emerging threats,” says Sertan Selcuk, VP METAP and CIS, OPSWAT.
Additionally, partners can help by offering tailored services that fit the specific needs of businesses, including comprehensive cloud security, IT device protection, and advanced identity management. Partners can also provide ongoing training to bridge the skill gap, ensuring that businesses are prepared to respond to evolving cybersecurity challenges.
Vendors and distributors can work more closely with channel partners by offering training programmes, certifications, and resources that encourage partners to deliver effective cybersecurity solutions. Providing access to cutting-edge technologies and AI-powered solutions will enable partners to offer the latest and most relevant services.
They can also collaborate on joint marketing efforts and co-create solutions
Skills in AI, ML-based threat analysis, scripting for automation, API integration are essential. tailored to specific verticals or industries. Additionally, developing clear, easy-tounderstand support materials and ongoing technical assistance will ensure that partners can confidently create and manage the solutions on behalf of their clients.
Opportunities for channel
Channel partners are instrumental in helping businesses shift from a reactive to a proactive cybersecurity posture. One of the biggest security gaps today is identity security, with compromised credentials being the root cause of most breaches, says Jim Ortbals, Senior Vice President, Global Partner Ecosystems, BeyondTrust.
“ By partnering with vendors, channel partners can help organisations eliminate standing privileged access, enforce Zero- Trust principles, and secure identities, endpoints, and cloud environments. Whether through privileged access management, just-in-time access, or intelligent session monitoring, partners can enable customers to reduce attack surfaces and mitigate risks before they escalate,” adds Ortbals.
Channel partners can capture huge opportunities in taking next-generation cyber security solutions to market. Instead of reselling security products, they can become trusted advisors, customising their services to assist organisations in strengthening their defences. A partner-led business model allows them to offer end-toend security coverage, such as cloud, identity and network protection.
With the increased emphasis on security for hybrid IT environments, channel partners can help enterprises adopt a proactive security posture across their infrastructure.
“ Initiatives such as professional services certifications and lead-generation campaigns designed for specific markets continue to enable partners to tackle difficult security issues,” adds Check Point’ s Menon.
As digital transformation accelerates, enterprises seek advanced cybersecurity solutions to protect their environments.
This creates abundant opportunities for channel partners to introduce offerings such as SASE, AI-driven threat detection, and Zero-Trust frameworks, which have proven effective in modern threat scenarios.
Channel partners can differentiate themselves by providing consultative services, leveraging their experience across vendors and industries to deliver tailored solutions.
“ This approach enhances customer loyalty and opens up recurring revenue streams, enabling partners to continue capitalising on next-generation cybersecurity trends and offering best-in-class protection to their clients,” says Cloud Box’ s Unni.
Advanced cybersecurity platforms featuring AI-driven detection, XDR, Zero- Trust, and cloud-native security enable partners to offer differentiated, high-value services such as managed detection and response, MDR, risk assessments, and security automation.
“ Partners can build recurring revenue streams through subscription-based models and managed services while also expanding their advisory role in compliance, digital transformation, and incident response,” says SentinelOne’ s Hussein.
As enterprises seek integrated and simplified security stacks, partners who provide consultative expertise, technical enablement, and tailored solutions will become trusted advisors and critical drivers of their customers’ cybersecurity success.
Skills challenges for channel
The landscape will see more sophisticated ransomware and AI-driven attacks. Channel partners should stay updated on emerging threats, adopt products with advanced detection capabilities, and ensure their offerings can adapt to new threats.
Over the next 2 – 3 years, the cybersecurity landscape will be shaped by the increasing sophistication of AI-driven attacks, ransomware evolution, supply chain breaches, and IoT vulnerabilities, making proactive security measures more critical than ever.
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