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Resellers looking to make a successful GDPR pitch need to be light on the technology and heavy on what it means for people and processes.
The European data regulations come into force next May and technology forms some of the response to the issue, with security products particularly key to encrypting and protecting information, but some of those trying to help customers have found that selling products is not the starting point.
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"GDPR is about people, process and technology and you have to have all of that in place," said Neal Lillywhite, SVP/managing director Northern Europe at Forcepoint.
He added that the approach had to be seen as a business decision and not just technology and customers were looking for help working out how they collected, stored and managed data as well as how the staff in an orgaisation interacted with it.
"The channel fits in there with a technology play. But the organisations that have been successful are those that have delivered knowledge to customers," he added "It has been a huge consultancy and services play."
The support for the channel to deliver a complete GDPR solution might have been slow in coming, with vendors working out their stance on the issue, but has now started to flow more freely. Earlier this week, Tech Data launched its GDPR practive builder initiative in Europe to help partners.
“We believe that the channel needs to be made aware of the impact that the GDPR will have on them,” explains David Ellis, director of Security Solutions, Europe, at Tech Data.
DMSL has also been actively taking steps to ensure its channel partners are up to speed on the regulations and the voice and broadband player also launched a template that could be followed to help resellers provide support for customers as well as getting themselves prepared for GDPR.
"Having raised the subject with our partners, we quickly realised that very few of them were aware of what they would need to do in order to comply with the regulations," said John Carter, managing director of DMSL.
The firm is providing in partnership with Metanoia Partners, a set of documents and resources to help the channel get up to speed.