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CompTIA: Make New Processes Part of the ‘Security Mix’

Security discussion CompTIA: Make New Processes Part of the ‘Security Mix’ Risk analysis, compliance management and cloud provider evaluation must be “part of the security mix,” CompTIA said. Customer education also needs attention. Big Sellers in Security 38% of respondents said firewalls are their biggest seller, while 20% rank antivirus at the top of their […]

Written By: Gina Roos

Apr 27, 2016

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Security discussion

CompTIA: Make New Processes Part of the ‘Security Mix’

Risk analysis, compliance management and cloud provider evaluation must be “part of the security mix,” CompTIA said. Customer education also needs attention.

Big Sellers in Security

38% of respondents said firewalls are their biggest seller, while 20% rank antivirus at the top of their list. Only 9% report that security information and event management (SIEM) solutions are their biggest revenue producer.

Reliance on Vendor Reputation

Only 1 in 10 channel partners rely primarily on the strength of their own services or innovation when making a sale, and instead depend on the strength of vendor products.

Balancing Act

About one-third of all channel companies balance vendor reputation and value-added services in their messaging.

Security Product Offerings

Product offerings include standard firewall (69%), email antivirus (68%), server antivirus (66%), disk/file encryption (63%) and desktop antivirus (63%).

Security Service Offerings

Top security services include risk management (67%), backup/BCDR (business continuity and disaster recovery) (62%), mobile security (61%), compliance management (61%), corporate policy help (61%) and security education (61%).

Security Skills Gaps

42% of businesses cited some level of skill gaps; 4% believe major gaps exist today.

Adding Talent

42% of businesses with skills gaps have hired new talent recently. Others have partnered with other channel firms (57%) and employed training (68%).

Training and Partnering

At large companies, training and partnering (both tied at 52%) rank as the number one way to close the skills gap. Midsize (67%) and small companies (85%) rely on training to build skills.

Open Dialogue

Channel companies initiate security discussions 51% of the time, with talking points such as a change in IT operations (64%), new knowledge (59%), news of a major breach (54%), new threats (46%), breach within peers (43%) and cost of breaches (26%).

Stakeholder Engagement

62% of respondents said IT is involved in security discussions, followed by the involvement of the CEO (51%), finance (29%), sales (27%) and marketing (22%).

CompTIA: Make New Processes Part of the ‘Security Mix’

Gina Roos

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