26 CYBERSECURITY 01732 759725 consumption-based model or buy a threeyear licence?”) Simplifying cybersecurity Koelmel pointed out that MSSPs also have an important role to play in simplifying cybersecurity and making life easier for customers. “The end user has to differentiate between hundreds of solutions. He may have incidents and breaches to deal with. He has pressure from the CEO to get a more secure network and pressure from the CFO to get budgets down. So he has a dilemma. I believe our obligation, together as an ecosystem, is to make it easy for end users to consume cyber security. Cyber security is not a product anymore; cybersecurity is more or less a service that is built up through different building blocks. And combining people’s different strengths would be a great asset in making cybersecurity easier for the end user, making it more impactful and helping to create a more secure world. I think that's a big, big task in front of us.” He added: “I dream of a cyber marketplace where you trade all services automatically and combine those services into one end user offering that includes automated security. That's where I would love to get to in the very short term because that's how we will help enterprises to become more successful against attacks.” On the subject of new technologies like AI, he advised partners not to forget the basics, citing two areas where he felt there was still work to be done. “One, most breaches happen because product solutions and services aren’t configured correctly. This is business we should all go after; it's low hanging fruit. Number two is looking at consolidation and looking at the tonnes of products customers have. Efficiency is going down; they can’t manage it anymore. This is a huge opportunity for all of us to help the customer to find the right combination of tools to be very effective for the money and the budget they have. That's something we should engage first before we look at all the sophisticated Panel debate Wilson’s presentation was followed by a panel debate in which he was joined by Klaus Schlichtherle, Frank Koelmel, EMEA Region General Manager, Cybereason and Ben Fallon, VP Global Partner & Commercial Sales, Juniper Networks. All panellists highlighted the growing risk of cyber-crime due to the activities of hackers and the explosion in endpoint numbers, which, combined with increased targeting of smaller businesses and the negative possibilities of AI, are boosting demand for cybersecurity solutions and services. Schlichtherle said that Infinigate was experiencing greatest growth amongst SMEs that had no choice but to strengthen their defences. “Even though the enterprise business is growing very nicely, the SMB part is growing even more, because a lot of mid-sized companies are getting attacked and awareness is growing,” he said. “There may be a recession looming, but there will be no decline for cybersecurity. On the contrary, it will continue to grow.” Koelmel, too, sees the SME sector as a big opportunity for vendors and resellers. “Today, a 100-person company is at risk from ransomware, so the problem has become much bigger. With the shortage of skills, there are not enough people and SMBs don't have the money to invest in their own SOCs or to invest in their own security people. They need help and that is a huge, huge opportunity for us to increase the adoption, the automation and the ease of cybersecurity for this type of customer.” In answer to the question of whether recent price rises would reduce demand for managed services, Koelmel said: “SMEs are willing to pay a premium because they will make the simple calculation that hiring people, bringing assets into the business is much more expensive than consuming a service. So, we see exactly the opposite; we see a huge trend towards managed services. We also see that with all the security tools customers require, there’s strong consolidation with managed services. You don't need to buy them; they’re there and can be used and divided amongst 1000s of customers. Instead of looking at price only, SMEs see the value.” (On this question, Schlichtherle suggested that that the move from Capex to Opex was blurring judgments around the expense of a product: “You need cybersecurity, it's unavoidable, so the question customers should be asking is how would I like to consume my cybersecurity: should I choose a continued...
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