The downturn has impacted the reseller market in a number of ways over the last 12 months and we have identified several key trends which have emerged as a result of the difficult times many players in the security industry are facing. Most recently we have witnessed a rise in the precedence and range of organised criminal online activity which is having a knock-on impact in the channel.
Types of security threats
It is a well known fact that security is high on the agenda for businesses of all sizes and new threats are emerging all the time. Some of the more sophisticated risks companies are subject to include money laundering, identity theft and fraud. These issues are not to be taken lightly. They impact business performance and their ability to protect and store large volumes of sensitive information held electronically.
As a result of the increasing spate of threats occurring throughout Europe, the Information Security Forum (ISF) has warned that malicious online activity over the course of 2009 is expected to be far greater than that recorded in 2008. Additional reports by PricewaterhouseCoopers also highlight that approximately 13 per cent of large companies have detected unauthorised outsiders in their networks, a dramatic rise from just 1 per cent two years ago.
Searching for a solution
It is vital that businesses have well managed and effective security protection in place. With this in mind, resellers need to ensure the products they sell meet industry standards and can protect against the threats posed today as well as mitigating against future unknown risks. The challenge for companies is to find a solution that fits and at an amount that doesn’t break the bank or prevent them from conducting their usual activity. At the same time, resellers need to question why they should pay over the top for premium offerings when there are emerging brands in the market that offer leading edge technology and represent better value for money.
The third way
It is important that resellers are able to offer solid solutions at the right price. They also need have the assurance that they are working with a partner that can provide 24/7 support on products, security developments and account management to meet the specific needs of each potential channel partner in the most effective way possible.
The future of security threats
Security threats are an ongoing issue for all companies and they are not going to go away overnight. What resellers need is sensible, intelligent advice from partners that allows them to accurately assess the requirements of their product portfolio and put the right measures in place to stop their business from being affected. The science behind IT security is complex, but implementing an efficient and comprehensive IT security solution does not have to be. Nor does it have to be expensive. In a struggling economic climate we urge resellers to assess which options best suit their security portfolio needs based on affordability, reliability and performance, and not purely on brand loyalty or reputation.