Latest partnerships to spring up out of security challenge

Partnerships strengthening channel response to cybercrime and security demands

With the increasing challenges in security across mobile workforces and the ever present threat of cybercrime the channel is seeing partnerships grow as firms double up to meet needs.

MicroScope reported on a number of partnerships in the last quarter such as Exclusive Networks UK and Elastica in June and the strengthening of the Palo Alto Networks and VMware relationship in April, aimed at meeting mobile security demands.

This week, secure access supplier Pulse Secure announced it has strengthened its technology enablement relationship with Network Utilities (Systems).  

As part of the new agreement, Network Utilities is working to deliver an educational campaign for MSPs, highlighting Pulse Secure for high value services including BYOD enablement, network and security access control.

Rob Thatcher, UKISA regional channel manager for Pulse Secure, said: “Network Utilities is a great example of a partner that has successfully carved out a high value-add area of focus that is also helping the wider community of Pulse Secure service provider partners deliver innovative and enterprise grade solutions to their respective customers.”

“Our relationship with the products that have formed the Pulse Secure portfolio stretches back almost 20 years,” explains Toby Makepeace, technical director for Network Utilities. “As demand for mobile security and management has grown, we have worked more closely with the technical teams at Pulse Secure to deliver bespoke solutions that meet the needs of our telco and MSPs customers.”

“The extension of our relationship following the divestiture of the Junos Pulse products line from Juniper Networks is recognition that the new organisation has the dedication and focus we feel is vital to deliver solutions tailored for the service provider community, and we are confident that our relationship will continue to grow,” added Makepeace.

“As we transition our former Juniper partners to the new Pulse Secure Connect Now programme, there are great opportunities to build stronger relationships between the channel communities,” Thatcher explained. “The new programme also marks the start of our campaign to extend our reach past general enterprise and into more vertical markets such as legal, healthcare, logistics and others where in the past we have not focused our partner resources.”

Meanwhile, global supplier Secunia has signed a value added reseller agreement with leading cyber security specialist SBL, covering vulnerability management and security patching products from Secunia to strengthen the SBL portfolio.

Victoria Bentham, UK and Ireland Regional Director at Secunia added; “SBL are a true value added reseller and IT solution provider.  Their ethos of delivering value to customers through innovation mirrors our philosophy and Secunia is delighted to be entering into partnership.

Secunia’s vulnerability management solution, VIM, will be included in SBL’s innovative DOBUS platform, which delivers critical patches into highly secure closed networks. The joint portfolio will be implemented by SBL into central government, defence and military sectors as well as the private sector.

“Secunia fitted our requirement for an exciting technology proficient in providing global intelligence and context aware solutions commensurate with the profound changes within the cyber security threat landscape,”said Scott Cattaneo, commercial manager at SBL.  

“SBL comprehensively evaluated the technology, plus we received excellent customer feedback, these two factors were significant in selecting Secunia as a technology partner,” continued Cattaneo, “We believe Secunia offers something different and of great value to the SBL customer base.”

It’s not only within the channel that partnerships are being forged. Legal firms are also seeking expertise as their clients seek guidance around cyber security risks.

A recent Frost & Sullivan report said that an increasing number of firms were turning to MSSPs.

“The enforcement of the new EU Data Protection legislation in 2016 and in particular increased awareness of the threat of targeted attacks will prompt firms in EMEA to turn to MSSPs,” said Frost & Sullivan information & communication technologies senior analyst Beatriz Valle.

The channel needs to be aware that cyber crime challenges and legislation brought in to help protect businesses are providing not only valuable opportunities for service and sales but brokering great prospects for strengthening offerings through collaboration.

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