The security space has often been accused for spreading misinformation and buzzwords in order to market new products and put cybersecurity at the top of IT buyers' agendas.
But how much has the channel contributed to this perceived misinformation? Are partners also complicit in buying into buzzwords and marketing hype that obscures the realities in the market?
In this podcast, which you can register as part of our five-part podcast and webinar series, here, executives from security VAD Exclusive Networks and systems integrator Logicalis discuss what burdens the channel carries in the security space.
Does the end-user have a responsibility to be better informed, or does the onus lie on the vendors and the channel partners to educate customers on the technologies that they selling?
Stuart Clark, vendor alliances director at Exclusive Networks, used the run up to GDPR as an example, claiming that the channel may have contributed to the marketing hype.
"Around events like Infosec and IP Expo, I wouldn't like to be in the shoes of an end user attending one of the shows. The amount of buzzwords, the amount of fear and the opportunity in there. There's a huge amount of responsibility to us as a distributor and for the channel community to take a step back, and not to just sell the end users something and walk away, but also a responsibility in terms of that education," he said.
"We haven't helped ourselves in terms of the industry events. Even some of the marketing and opportunistic selling we've had really made it very difficult for the end users, but actually, for us as a channel as well to educate them. Because there's just so much noise and too many buzzwords."
Logicalis security expert Ricky Magalhaes meanwhile revealed that his firm has actively stopped working with new security vendors in order to simplify its offering.
"We are not taking any more vendors on. We have taken the decision to consolidate our portfolio rather than just give it to everybody. Otherwise we're not practicing what we're preaching."
Register here to access all five episodes of CPI's Security Summit here.
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