Through collaboration, real-time intelligence sharing, and strategic incentives, vendors and distributors can empower channel partners to deliver robust cybersecurity protection, helping businesses stay resilient against today’s evolving cyber threats. Channel partners can capture opportunities by taking next-generation cyber security solutions to market. Top executives from Acronis, BeyondTrust, Check Point Software, Cloud Box, OPSWAT, SentinelOne, share their perspectives on the road ahead for channel partners.
Cyber security is evolving at a fast pace, fuelled by intelligent and adaptive technologies that seek to remain one step ahead of the latest threats. Artificial Intelligence and Machine Learning are now essential to detect anomalies, predict attacks and automate response. Zero-Trust Architecture is transforming access management through rigorous verification at all levels.
“Cloud-native security tools are emerging as a necessity, enabling organisations to manage sophisticated environments with agility. Enhancements in identity and access management are evident, especially with the shift toward password less authentication,” says Prashant Menon, Channel Leader UAE, Check Point Software Technologies.
Innovations such as extended detection and response, XDR and Security AI, SAI are driving the future of cybersecurity, enabling more integrated and proactive security measures. There is also an increased focus on securing supply chains, protecting Edge devices like IoT and preparing for quantum threats through quantum-resistant cryptography.
“The industry is witnessing a rapid adoption of cloud-native security platforms such as Extended Detection and Response, XDR and Secure Access Service Edge, SASE, which offer comprehensive protection for data, networks, systems, and users. These advancements enhance privacy and ensure long-term data integrity, helping organisations better navigate today’s complex IT environments,” says Biju Unni, Vice President, Cloud Box Technologies.
CISOs face numerous challenges today, including a long-standing shortage of skilled cybersecurity professionals. Next-generation solutions are designed to alleviate these burdens. Automated threat intelligence can significantly accelerate detection and response times with minimal oversight, allowing security teams to focus on strategic priorities.
As an example, by adopting SASE, organisations can reduce costs and simplify management through unified access to network and security functions via a single cloud-native service.
“These new technologies are also being developed to strengthen an organisation’s security posture, making it more resilient to threats and targeted attacks,” adds Cloud Box’s Unni.
Next-generation cybersecurity solutions ease the burden on CISOs and security leaders by automating threat detection, response, and remediation, reducing alert fatigue and manual effort. AI-powered platforms provide real-time visibility and contextual insights across endpoints, identities, cloud, and networks, enabling faster, more informed decisions.
Unified XDR and Zero-Trust frameworks simplify complex architectures, while automation and orchestration streamline incident response. These innovations improve operational efficiency, reduce talent dependency, and lower risk exposure.
“Next-generation solutions empower CISOs to focus on strategy and resilience rather than firefighting, ultimately enhancing both security posture and business alignment by delivering scalable, adaptive, and integrated protection,” says Ezzeldin Hussein, Regional Senior Director, Solution Engineering, META, SentinelOne.
Next-generation cyber security tools are revolutionising how CISOs address their challenges. Through the combination of AI, automation and threat detection, these products make a huge impact. AI-powered technologies enable real-time threat intelligence, making it possible for organisations to identify zero-day malware, ransomware and APTs with rapid speed.
Automating incident response and threat analysis lightens the burden of security teams considerably, allowing them to devote time to strategic initiatives.
“Moreover, solutions offering security orchestration and automated incident management improve operational efficiency, reduce human error, and enhance threat containment,” says Check Point’s Menon.
Architectures such as Cyber Security Mesh enhance resource utilisation and increase resilience. These solutions simplify intricate security environments, enhance risk management and reduce costs by aggregating security tools into single platforms, enabling CISOs to better control security and act proactively.
Value addition by channel
Vendors and distributors can provide better training, resources, and support. They should ensure partners have access to the latest threat intelligence, product updates, and technical assistance.
“By providing comprehensive cybersecurity training and certifications, they can equip partners with the latest knowledge to combat threats such as ransomware attacks, and insider threats,” says Ziad Nasr, General Manager, Acronis Middle East
Vendors should offer co-managed security services, enabling partners to provide 24×7 monitoring and incident response without requiring extensive in-house resources.
Simplifying licensing and pricing models can help partners deliver cybersecurity solutions more efficiently and cost-effectively. By investing in joint go-to-market strategies, including co-branded marketing campaigns and lead-generation programmes, vendors and distributors can help partners reach more businesses in need of cybersecurity solutions.
Providing early access to new technologies and threat intelligence allows partners to stay ahead of emerging threats and adapt their security offerings accordingly.
Distributors can also assist by offering pre-configured cybersecurity bundles, combining endpoint protection, cloud security, and Zero-Trust solutions to streamline deployment. Regular partner enablement programmes, including hands-on workshops, webinars, and real-time threat simulations, ensure partners are well-equipped to implement and manage advanced security solutions.
Through stronger collaboration, real-time intelligence sharing, and strategic incentives, vendors and distributors can empower channel partners to deliver more robust cybersecurity protection, helping businesses stay resilient against today’s rapidly evolving cyber threats.
“Channel partners can help by offering guidance, implement solutions, and regular security training. They should also provide ongoing monitoring and support. Channel partners serve as strategic advisors, providing the expertise and technology, businesses need to proactively defend against today’s increasingly sophisticated cyber threats,” continues Nasr from Acronis.
By offering managed security services, partners can ensure continuous monitoring, threat detection, and rapid response to ransomware attacks, supply chain attacks, and insider threats. They can also assist in implementing Zero-Trust architectures, which require strict identity verification and network segmentation to minimise the risk of unauthorised access.
Channel partners can deliver cybersecurity training programmes to educate employees on recognising threats such as phishing attempts and social engineering tactics. By leveraging advanced security solutions, including AI-driven threat detection, endpoint protection, and secure cloud services, 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 tailored to specific verticals or industries. Additionally, developing clear, easy-to-understand 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-to-end 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.
Cybercriminals will leverage AI to automate phishing, deepfake fraud, and AI-enhanced malware, while ransomware tactics will escalate to triple extortion, targeting not only victims but also their business partners and customers. The growing complexity of cloud environments and IoT networks will expand attack surfaces, necessitating stricter security controls.
“To stay ahead, channel partners must adopt Zero-Trust security architectures, invest in AI-powered threat detection, and enhance managed security services, MSSP models for 24×7 threat monitoring and response. Strengthening cybersecurity training programmes and ensuring compliance with evolving data privacy regulations will also be key to helping businesses mitigate risks,” adds Acronis’ Nasr
By embracing advanced security solutions, continuous threat intelligence, and regulatory preparedness, channel partners can position themselves as indispensable cybersecurity allies in an increasingly volatile digital environment.
AI, ML, and cloud security are shaping the future. Channel partners can leverage these by offering AI-driven detection and cloud-native security solutions. The future of cybersecurity is driven by AI-powered threat detection, Zero-Trust security, extended detection and response, XDR, quantum-resistant encryption, and cloud-native security frameworks, all essential for combating AI-driven phishing, ransomware, deepfake fraud, and supply chain attacks.
Channel partners can leverage these innovations by integrating AI-driven security tools, offering Zero-Trust implementation, enhancing managed security services with XDR, and educating clients on quantum-safe encryption. By staying ahead of these advancements, they can deliver cutting-edge protection, strengthen their cybersecurity offerings, and position themselves as trusted advisors in an increasingly complex threat landscape.
Channel partners should prepare by embracing identity-centric security strategies and aligning with vendors, like BeyondTrust, that deliver automated, intelligent access control.
“By helping customers proactively secure privileges, manage access intelligently, and enforce Zero-Trust, partners can stay ahead of threats and drive greater business value,” says Ortbals at BeyondTrust.
Channel partners must possess strong knowledge of cloud security, AI-driven threat detection and Zero-Trust Architecture. Knowledge of Secure Access Service Edge, endpoint protection and container security is also becoming more important. Familiarity with orchestration tools and automation frameworks is paramount to being able to manage complexity and scale security solutions.
Proficiency with SIEM and SOAR platforms is also crucial for effective monitoring and incident response. Furthermore, understanding cybersecurity frameworks such as NIST and CIS, along with familiarity with compliance requirements like GDPR and CCPA, is critical. Partners must be skilled in behavioural analytics and data-driven threat intelligence.
“As the threat landscape continues to change, it is important to learn about the latest technologies such as post-quantum cryptography and Edge security, and gaining certifications in hybrid and multi-cloud environments,” points out Check Point’s Menon
Channel partners must broaden their expertise across several emerging technologies. Deep knowledge of AI and ML and their application in threat detection and automation is essential. Familiarity with platforms like XDR, SASE, Zero-Trust, and MDR is equally important to deliver comprehensive protection.
In addition, a strong grasp of data privacy laws, consultative sales capabilities, and advanced communication skills are crucial for building client trust. These combined competencies allow channel partners to deliver high-impact cybersecurity strategies, ensuring long-term value and resilience for their enterprise customers.
In the next 2-3 years, the cybersecurity landscape will continue to evolve with a greater focus on automation, AI, and predictive capabilities, as well as the rise of Zero-Trust security. Additionally, the expansion of IT, OT, and cloud technologies will require new and innovative security solutions.
“To prepare, channel partners should focus on staying up-to-date with these technologies and trends, offering more specialised and tailored solutions to meet the changing needs of businesses. Upskilling the workforce and investing in developing expertise in AI, cloud security, and post-quantum cryptography will be essential to remaining competitive in the evolving cybersecurity landscape,” says OPSWAT’s Selcuk.
Technologies shaping the future of cybersecurity include AI and ML, which are driving automation in threat detection and response, allowing businesses to address evolving threats more efficiently. Zero-Trust security models, focusing on continuous identity verification for every user and device, are becoming essential as organisations embrace remote work and cloud environments.
Additionally, innovations in cloud security and IT, OT protection are vital as businesses increasingly rely on connected devices and cloud infrastructure. Channel partners can leverage these technologies by adopting and offering AI-driven security solutions, guiding businesses in implementing Zero-Trust frameworks, and providing quantum-resistant encryption services.
By staying ahead of these trends and integrating them into their offerings, channel partners can help businesses strengthen their defences against rapidly evolving cyber threats.
Channel partners need a blend of technical and strategic skills. Key areas include proficiency in threat detection and response, EDR, XDR, MDR, Zero-Trust architecture, identity and access management, IAM, and cloud security across hyperscalers. Skills in AI, ML-based threat analysis, scripting for automation, and API integration are increasingly essential.
Partners should also understand compliance frameworks, risk management, and incident response methodologies. Strong troubleshooting, architecture design, and security operations, SOC expertise enable effective solution deployment and support.
