OPINION technologyreseller.co.uk 37 James Munroe, Channel Director at Trend Micro, explains how the channel can benefit from SMEs’ growing expenditure on cybersecurity 54% year-on-year in Q1-24. The channel opportunity here is clear. Yet endpoint security alone is no longer sufficient, as ransomware attacks often span various parts of the IT environment. Companies need security solutions to cover all attack vectors – from endpoints through to networks, email and the cloud. As well as requiring strong protective measures to stop attacks hitting home, they also need to be able to quickly detect and mitigate threats that might sneak through their defences. Even with the best defence, there is always a risk that an attack might succeed. To promptly detect and contain such threats, transparency across the entire IT environment is crucial. This is where Extended Detection and Response (XDR) comes into play – a technology that collects, analyses and correlates security information from all connected security systems into actionable alerts. Where the Channel Comes into its Own In this context, selecting and operating the right security solutions is a major challenge for SMEs. This is where channel partners can add tremendous value – positioning themselves as trusted advisors. When choosing security components, they should ensure that these are coordinated. Point solutions tend to add cost and complexity and create dangerous security gaps. That’s why it’s better to search for vendors that can deliver a platform approach where individual components work seamlessly together, exchanging information. This not only provides enhanced visibility but also simplifies security management. SMEs in particular need support with detection and response and security operations – two areas where in-house expertise can be hard to come by. Even though XDR technology automates many processes, specialists are still required to monitor, evaluate and quickly determine the actions to take in the event of a cyberattack. That’s why it makes sense for channel partners to evolve their portfolios in this direction. Vendors that offer Managed Detection and Response (MDR) are a great fit. It means that the channel business doesn’t have to build the required expertise itself: it can build a service on an existing provider’s platform or use a co-managed solution enlisting the support of specialist security analysts. These experts will handle the evaluation of XDR alerts and flag when action is needed. The Path to Long-Term Success As security demands increase in the SME space, the shortage of skilled personnel will only intensify. This in turn is driving demand for MSS, especially in detection and response. Vendors should support their channel partners to evolve into Managed Security Service Providers (MSSPs) in order to seize these new market opportunities. Those with comprehensive, platform-based offerings backed with enhanced management and individualised support will stand the best chance of success. Small and mid-sized enterprises (SMEs) represent as big a target for cyberattack as large corporations. But there’s a crucial difference: they often lack the appropriate security technology and expertise. This offers channel partners an excellent opportunity to fill these gaps and expand their business with Managed Security Services (MSS). A Skills and Resource Gap For a long time, SMEs felt secure, thinking ‘who would attack us?’. Those times are long gone. Currently, a large proportion of known ransomware attacks target SMEs, and the actual number is likely even higher. SMEs are often less well-protected than larger enterprises, making them easy targets. Many of them have only established basic security measures and lack in-house security practitioners. The problem is that SMEs must compete with large corporations for highly sought-after security specialists in what is a tight jobs market. Without third-party assistance, smaller companies will find it increasingly challenging to protect themselves from the growing threat of cyberattacks. For those operating in the EU, there’s added regulatory pressure in the form of the NIS2 directive, which will soon subject many SMEs to an expanded set of compliance requirements. SME Security Is a Growth Market According to data from market intelligence firm CONTEXT, SME spend on cybersecurity products in Europe via distribution increased 4.9% from 2022 to 2023. Endpoint security continues to be the most substantial product category for smaller businesses, encompassing solutions to protect devices such as PCs, smartphones, IoT and USB devices, as well as virtual machines, containers and workloads in local, virtualized and cloud-based environments. Overall, endpoint security represents around 50% of SME spend – and grew to Partners in protection James Munroe
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