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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