Cybersecurity is a major concern for the channel, and it needs to go beyond the usual antivirus, malware protection, and anti-ransomware software. The misconceptions about cybersecurity persist in spite of this. Even just bringing up the topic of cybersecurity might cause trepidation in channel companies that are not familiar with it.

Over time, people who work in cybersecurity have developed an image of themselves as superheroes who have to take on the world’s hackers and shut down “The Matrix.” The only similarity between reality and a sci-fi film is that reality is incredibly uninteresting.

In fact, this style of thinking is detrimental to the progress of technological innovation. For far too long, the channel has offered specialized cybersecurity products without any conviction that they can break into the market.

When faced with adversity, it is possible to rise to the occasion. Providing your consumers with cybersecurity does not necessitate a choice between red and blue pills.

Why would you want to offer cybersecurity?

When a company is first getting started, it is customary for them to get directly into the technology. This approach misses the goal of cybersecurity as well as some critical background.

Every part of our lives is flooded with data. It can be useful if used correctly. The data must be considered first before handling the issue of cybersecurity. Because of the data.

Digital transformation is now being embraced by smaller organizations. As a result, small firms may now take advantage of data in a way that only giant corporations could a decade ago. The problem is that this exposes them to the same dangers, but without the necessary infrastructure in place.”

Therefore, governments around the world have decided to invest in cybersecurity because of this.

Laws governing data protection

More than 80 nations and independent territories have now passed comprehensive data protection laws prohibiting the disclosure or misuse of personal information, as of September 2019. The Regulatory framework in Europe is provided by the General Data Protection Regulation (GDPR) and rules from industry-specific regulatory agencies. Failure to protect client data can result in massive fines and a decrease in customer confidence in the brand, which can result in a loss of business.

Cybercriminals do not differentiate between large and small businesses. Companies of all sizes must now be just as concerned about safeguarding corporate data as their larger counterparts. Smaller organizations may be considered an easier target by some because of their lack of experience with cybersecurity provisions, SOC (security operation center) analytics teams, and protection.

There is presently a void in the market for complete cybersecurity solutions that serve smaller participants in every industry, not just huge corporations and giant channel providers. Businesses should not perceive cybersecurity as a problem to be solved, but rather as an opportunity for growth, increased customer involvement, and a way to stand out from the competition.

Cybersecurity is at the top of the list for many C-level executives who are concerned about technology. Even if you do it wrong, it can offer up more IT spending opportunities. As soon as your consumers feel secure, they will be more open to discussing IoT, cloud services, and other advances with you.

Isn’t it time to do something?

A crowded and fragmented market

Cybercriminals tend to think outside the box. It seems like new cybersecurity companies are springing up every day to deal with the latest threat. Because of this, it is difficult to evaluate which solutions are most suited for your organization, which technologies to choose, and which providers to become proficient with.

There is a dizzying array of point products available on the market, each with varying degrees of overlap. Having the correct information and monitoring tools is essential to effective cybersecurity. In the cybersecurity business, good distributors play a vital role. They will be constantly analyzing the market. Because of this, they can recognize the most successful solutions and determine how to combine them into a cybersecurity portfolio that is both efficient and effective.

Do not bother with any of this. Channel partners should be able to provide cybersecurity solutions and services that are specifically customized to their needs. To help those who are just beginning to learn about cybersecurity, distributors can provide ready-made solutions.

Additionally, the distributor’s service collateral and legal contracts reduce a significant amount of the risk associated with launching new services. To top it all off, they are providing marketing assistance and enabling their hardened solutions.

Consumption models for information technology (IT)

In recent years, channel partners have learned that the expanding technology industry has changed the way organizations buy and, consequently, the way technology providers offer their technology has evolved. Here, the channel has the opportunity to offer security as a service, around either the endpoint software and its users or the system and its apps.

The service might be a standalone product or it could be integrated into an existing product. Creating a fully formed, productized solution that allows you to keep adding fresh recurring value is what’s key here. When clients sign up for your service, you need a mechanism to keep adding new features and making the membership worthwhile. Moving away from the cost-plus pricing approach, you might instead charge customers for the value you provide to them. You can ask the distributor for help with this.

If you choose the proper cloud marketplace, you can also make it easier and cheaper for your clients to get access to high-quality cybersecurity solutions.

How do solve the key cybersecurity challenges?

No new market is free, and the cybersecurity market is no exception, as there is a severe scarcity of cybersecurity professionals.

Cybersecurity experts need to keep up with new dangers as they emerge, yet there is a shortage of talent in the field. For those new to cybersecurity, the investment of time and money in developing technical skills may feel like a permanent alteration to your business model.

When it comes to joining the cybersecurity industry, the most expensive costs are linked with acquiring proven expertise, training, and the development of required solutions (including brochures and product promotion).


Look for cybersecurity services supplied by distributors and examine the services you can resell. The distributor will handle the technical delivery of these services on your behalf and will provide you with fully designed and trusted solutions, training, and other related services.

It is important that the distributor can offer you both certified technical training for your engineers and sales and marketing training for your commercially focused personnel once you have established a revenue stream.

Bottom Lines:

Regardless of a company’s size, data loss or corruption can have devastating consequences. In order to aid businesses in need of IT support, cybersecurity consulting firms emerging all over the internet.


To learn more or to schedule a consultation with a cybersecurity consulting firm, contact Managex Executive Advisors now.