Why increasing IT security budgets is not enough

Most large organisations have the luxury of a chief information security officer and a team dedicated to security, while in smaller organisations the security function is often delivered as part of a wider systems and network operations team.
Bridging the gap
There is a real opportunity for knowledgeable channel partners to help bridge this capability gap. Partners can bring domain expertise and implementation experience that in-house teams don’t possess. They can help the customer build a business case for management buy-in, ensure that projects are scoped and staffed correctly and that expectations are properly managed.

Initial engagements may assist the client in understanding their current capability and measuring this against the key security mandates of the business. Based on a clear understanding of where the customer is versus where they want to be can lead to further engagements for product sales and follow up services such as product implementation, on-going management, delivering a fully managed capability or even providing the capability as a managed service.
Specialists
Opportunities for higher level product and services include architecting solutions for the detection and prevention of cyber-fraud, identity theft and advanced malware detection and remediation. The services multiple over pure product sales in these engagements can be significant, something not lost on many of our channel partners.

If the PwC research tells us anything, it is that as the number and variety of cyber threats continue to grow, business as usual is no longer a viable strategy. Specialist channel partners will undoubtedly have a strong role to play.

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