Resellers must be educators

Confusion, fear, procrastination: these are words often associated with making decisions about IT security. As threats become more sophisticated, it is easy to see why.

The increasing popularity of workforce mobility and remote networking have made detecting and eliminating threats purely from within the corporate network alone an inadequate approach to network security. Organisations are beginning to realise that in order to protect their business, they must adopt a multi-layered security solution that protects from gateway to desktop to mobile device.

“These requirements present opportunities for the channel to become trusted security advisors,” explains Simon Campbell-Young, CEO of specialist distributor Phoenix Software. “The daily emergence of new threats, along with the media exposure they generate, has created a need for security software resellers to gain an understanding of client needs, so as to provide the right security solution. Those who can provide a total end-to-end security solution with competitive TCO and improved ROI will benefit from the balancing act between risk and cost.

When it comes to protecting company data, most organisations appreciate the need for a security solution of some kind. However, with the abundance of products on the market, it is becoming increasingly difficult for them to figure out which solution would work best for them. While ROI is an important consideration, companies also need to assess where their greatest vulnerabilities lie. Resellers should make sure these are identified to customers prior to implementation, in addition to common usage practices, so their expectations are met.

Campbell-Young points out that the biggest threat to any organisation remains in the many mobile devices that have become common business tools, and that here reseller input can be invaluable to corporate customers. “Many organisations are still unaware that there are products specifically designed to protect against threats coming through mobile devices, like Kaspersky Mobile or AVG Mobilation. So resellers should be educating their customers about the risks as well as the solutions,” he says. “The use of PDAs, handhelds and mobile devices has revolutionised the way we do business. However, the security implications of these create a constant headache for IT departments trying to protect the corporate network from external threats. The boundaries of organisations' networks are constantly expanding and security providers must address the new vulnerabilities these add to the equation.”

The number of viruses targeted at mobile devices is expected to grow rapidly. Wireless and Bluetooth connectivity create the risk of data being intercepted and lost through damage or theft. As a further complication, these threats will vary by device. A laptop will generally hold more data than a smartphone, and therefore, holds a higher risk to the organisation should it get attacked, lost or stolen.

From cost control to ongoing threat mitigation, the evolution of the security market holds huge potential for the channel. Working closely with vendors and distributors, resellers can become the educational force needed in a market consumed by fear of network attack and confusion as to what products are available. Increasingly complex network environments requiring multiple layers of security against malicious threats and intrusions present the opportunity for channel players to become 'one-stop security shops' offering complete end-to-end security management and advice.