While not quite as miraculous as the human anatomy, a business computer system is similarly complex and also employs several layers of defense to protect its inner workings. An organization with poor IT security has a lot in common with an immunocompromised individual; vulnerable to a multitude of viruses and other threats at all times. A strong defensive shield is crucial for both people and companies to survive and prosper – a basic principle for solution providers to keep in mind when assessing their clients’ systems and building their business strategy.
No matter the technologies or delivery models a channel organization offers, without effective intrusion safeguards in place, its value is negligible. With the ongoing escalation of hacking and spyware attacks, the value of comprehensive security service offerings continues to grow as well. The expansion of federal, state and local regulations related to information security also feeds that demand, as does the plethora of new cloud and mobility solutions. Secure and robust network systems are critical to ensuring that each business meets its compliance requirements, as well as ensuring employee productivity and maximum uptime.
In a period where margin pressures continue to build, the ability to assess potential risks and deploy and support advanced safeguards is a value-add that many businesses are willing to pay a premium for. While solution providers are likely to benefit from offering a number of security-related services, three specific areas of opportunity seem to be gaining traction in 2013:
1. Managed Security
One of the hottest and valued IT service segments is managed security, with global revenue projected to reach $11.2 billion by 2017, according to Global Industry Analysts, Inc. From the user perspective, approximately 21 percent of businesses planned to increase their spending with managed security service providers last year, as illustrated by the Q2 2012 Forrester Forrsights Security Survey. In the same study, the research firm noted that these IT companies were reporting annual revenue growth of between 18 and 21 percent.
The real business value of managed security services is in its proactive protection, ensuring that all their systems are monitored constantly to look for current and future threats. The typical solution combines virus protection, spam blocking, intrusion detection, firewall defenses and virtual private network (VPN) controls. Whether partnering with vendors and distributors to offer these services or creating a suite of their own, organizations that market and sell a comprehensive managed security services solution are sure to capture more business in 2013.
2. Risk Management
How vulnerable are your business clients? Chances are, even those who think they have effective systems in place are not fully protected, especially with the advanced capabilities of today’s hackers and other disreputable individuals. With a thorough assessment of a company’s network and system-wide threats, solution providers can validate protection measures that work effectively and identify security gaps that need to be addressed. Clients interested in these services may have a variety of goals, including:
- Vulnerability identification and management.
- Incident reduction.
- System performance improvements.
- Risk mitigation.
- Budget needs prioritization.
- Regulatory and industry compliance validation.
3. Consulting services
Individual attention and client-specific advice are benefits of working with an IT channel organization. SMB customers want the same personal treatment that enterprise businesses receive, so solution providers who can offer that type of service in a cost-effective manner are more likely to grow their IT security operations. The network threats and compliance issues can vary significantly between organizations, even between those in similar industries, so a one-size-fits-all solution may not offer the protection they need.
IT professionals with the ability to ask the right questions and offer sound advice on IT security-related business issues have a greater chance of addressing the unique needs of their clients – and improving their overall services margins. It’s not rocket science, but a valued consultation service offering does require a thorough understanding of the threats and protection options available for any situation and system. For those with the skills and training to support these client needs, the opportunities are endless.
Brian Sherman is founder of Tech Success Communications, specializing in editorial content and consulting for the IT channel. His previous roles include chief editor at Business Solutions magazine and industry alliances director with Autotask. Contact Brian at [email protected].
