16 01732 759725 TOP TIPS to help organisations adopt it and miss out on a unique growth opportunity. At the same time, as Generative AI becomes more accessible, new threats will emerge as hackers adopt it for malicious purposes. The channel will need to advise customers on the best tools and intelligence to help detect and mitigate these threats and look at how they can work with new players in the industry to ensure their customers can remain secure in this evolving landscape. Gordon Lyon, Sales Director UK Resellers will need to find ways to differentiate themselves, as the lines between them and MSPs continue to blur. As demand for IT as a Service (ITaaS) increases, spurred on by the need for businesses to conserve capital, the line between resellers and MSPs will continue to blur. Resellers have an opportunity to differentiate and add value to their offering through expert consultancy and service optimisation to suit their target customers. MSPs and resellers alike have an opportunity to respond to the pent-up demand for SOC-aaS, to provide better protection for their customers and to reduce their own risk in case of a customer falling victim to a cyberattack. Distributors can enable resellers to take advantage of this growing tech consumption model, working with forward-looking vendors who have suitable offerings. Michael Frisby, SVP Cloud Services MSPs have a growing opportunity to help SMBs implement cloud solutions. As work and collaboration continue to switch to the cloud, particularly in the SMB segment where less than 30% of businesses have adopted Microsoft 365, there is a growing opportunity for MSPs to help SMBs implement secure productivity solutions. SMB organisations do not have the skills or knowledge required to properly manage the advanced cloud solutions that are available today, and to keep themselves safe from ever more sophisticated cyber criminals. Helping SMBs successfully make this transition, is where the MSP opportunity lies. A growing customer requirement is in the SOC-aaS space, providing comprehensive 24*7 monitoring and management of a customer’s security posture. Businesses of all sizes are realising the benefit of outsourcing noncore functions and this transformation is continuing to accelerate with 99% of MSPs in Europe expecting revenues to grow over the next 3 years (source: Datto State of the MSP 2023 Report). Keeping customers secure is at the centre of this opportunity and distributors that have both deep cyber-security expertise and cloud capabilities are best placed to help MSPs maximise the opportunity available. Julien Cafiero, Global Business Development Director AI-enabled security solutions that leverage machine learning and automate processes will generate business for the channel in 2024. The channel is likely to see rising demand for a number of key security technologies in 2024, particularly AIenabled solutions that leverage machine learning and automate processes as they are more autonomous and highly efficient for businesses to run. Key technologies include: n Zero Trust Security, due to the need for a change of tactics in protecting an extended attack surface; n SASE solutions that integrate networking and cybersecurity at source, building efficiency and security right into the architecture of the network; n Security Orchestration and Automation (SOAR), a framework for integrating security automation and orchestration tools that help to improve the efficiency and effectiveness of security operations; n DevSecOps for integrating security into development and operations processes to ensure security throughout the lifecycle of an application; n Continuous Threat Exposure Management (CTEM), a systemic approach for organisations to continually and consistently evaluate the accessibility, exposure and exploitability of their digital and physical assets; and n Security awareness training to educate employees about cybersecurity threats. Klaus Schlichtherle, CEO More vendors and partners will diversify into selling cybersecurity products and services, but many will struggle to find the skills they need. Digital transformation has led to an explosion in IT complexity that has expanded the attack surface. The huge volumes of data companies collect – mostly processed and stored across multiple clouds – render traditional perimeter security methods ineffective. As a result, the scale, frequency and cost of cyberattacks is escalating. Against this backdrop, companies need partners that can help them mitigate risk and respond to threats in an agile way. As Canalys informs us, the cybersecurity market continues to shine for partners, vendors and distributors with a $360 billion market size by 2027. Total growth of security software, hardware and services over the next 4 years averages 12.8% per year, while services alone have a CAGR of 15.1%. This market is dominated by the channel, as more than 90% is sold or serviced by the ecosystem. While this presents an opportunity for the channel to grow its business, driving more vendors and partners to diversify their offering to tap into these opportunities, this process is not without challenges. This is likely to prompt increased demand for specialised distributors with deep industry networks, skills and services, able to help new entrants access these marketplaces. Jamie Little, Pre-Sales Manager (Cyber Security) Generative AI will continue to drive change across all industries, opening new growth opportunities and raising new challenges. With the rise of Generative AI, technology vendors are launching innovative cybersecurity products to meet market demand. The channel will need to urgently adapt to this shift, ensuring that they have a deep understanding of Generative AI. Without this expertise, the channel will be unable What does 2024 have in store for cybersecurity distributors and their MSP customers? Key figures from cybersecurity distributor Infinigate share their predictions for the year ahead Cybersecurity Top Tips Klaus Schlichtherle Jamie Little Gordon Lyon Michael Frisby Julien Cafiero
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