Opportunities for regional channel partners in cybersecurity forensics

15 January, 2018
Opportunities for regional channel partners in cybersecurity forensics

Chris Wiese is Regional Channel Manager at Credence Security.

2017: YEAR IN REVIEW

One of the major achievements for Credence Security in 2017 was the creation of a dedicated business unit for digital forensics market segment and the addition of 12+ vendors into its forensics portfolio. In terms of events, Credence Security participated in a number of regional events like GISEC, MESA, MENA ISC Saudi, GCC Forensic Summit and GCC Forensic Science Conference in Abu Dhabi as well as conducted 9 regional road shows, from Saudi Arabia to India.

Over the course of the year, Credence Security also offered various training and enablement sessions to channel partners, equipping them with the knowledge to confidently be ambassadors for the specific technology and solution types that they offer.

In terms of growing the solution portfolio, Credence Security signed partnerships with additional strategic vendors to provide reseller partners with turnkey solution offerings. Some of the most recent partnerships include Thales e-Security, BlackBag Technologies, and Blueliv.

Credence Security also made two significant acquisitions in 2017 including INTACT and A-tek Distribution. INTACT is a digital software distribution business, specialising in providing cyber solutions from tier-one vendors. A-tek Distribution was founded in 2009, and is a UK registered company. A-tek is positioned as a new age distribution business, enabling global access to SME markets with Pay-as-you-Use and Software-as-a-Service cyber security solutions.

Cybersecurity will remain a strategic priority for every company and organisation. As security risks and targeted attacks increase, irrespective of whether it be cloud or on-premises platform, customers know that legacy point products are incapable of protecting their businesses. As such, it is in the channels’ interest to offer end-to-end solutions that mitigates all threat areas.

“Digital forensics and case investigating software are also a profitable area for channel partners to focus on. Artificial intelligence and case management now come with many forensic software platforms, and customers can optimise their resources better and more efficiently. Channel partners also have profitable consulting opportunity by offering this to their customers,” says Chris Wiese, Regional Channel Manager at Credence Security.

Governance, risk and compliance is also a technology area where more partners are starting to invest their efforts in. With the enforcement of regional and global regulatory standards, companies trading on a global scale, need to comply with these various compliance standards. The only way to effectively manage this is through using GRC compliance tools in conjunction with consulting services to measure their risk posture and then address gaps, accordingly.

The combination of today’s hyper-competitive marketplace and frequent changes in consumer demand, make this a challenging industry to work in. With the ever-changing threat landscape within the region, a lot of vendors are coming into the market. The challenge for channel partners is twofold – for one, they struggle to keep up with technical expertise required to fulfill customer demands and secondly, the increase in competition results in decrease in margins and profitability.

Key takeaways

  • Combination of today’s hyper-competitive marketplace and frequent changes in consumer demand, make this a challenging industry to work in.
  • With the ever-changing threat landscape within the region, a lot of vendors are coming into the market.
  • The challenge for channel partners is twofold – for one, they struggle to keep up with technical expertise required to fulfill customer demands and secondly, the increase in competition results in decrease in margins and profitability.
  • One of the major achievements for Credence Security in 2017 was the creation of a dedicated business unit for digital forensics market segment and the addition of 12+ vendors into its forensics portfolio.
  • Credence Security offered training and enablement sessions to channel partners, equipping them with the knowledge to confidently be ambassadors for the specific technology and solution types that they offer.
  • Credence Security signed partnerships with additional strategic vendors to provide reseller partners with turnkey solution offerings.
  • Credence Security also made two significant acquisitions in 2017 including INTACT and A-tek Distribution.
  • Digital forensics and case investigating software are also a profitable area for channel partners to focus on.
  • Artificial intelligence and case management now come with many forensic software platforms, and channel partners also have profitable consulting opportunity by offering this to their customers.

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