The security market has been hot for vendors and solution providers,
but much of it has become commoditized, and VARs are asking themselves
where they can find some differentiation around high-margin security
products. In this Changing Channels podcast, Dave Harris,
Tumbleweed's vice president of worldwide channels, explains that
solution providers have to become security consultants as well as
implementers and push certain solutions for their customers. Harris
says that security solution providers have an average relationship with
their customers of seven to 12 years, while the average CIO tenure is
two to three years, so the relationship with the security consultant
and solution provider is important and needs to be developed.
Host: Mike Vizard
Length: 00:17:37
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