1. What's the biggest opportunity for the channel in the next 12 months
All companies need to rationalise security spending. Security validation and being able to give these organisations the verifiable, irrefutable answer to how secure they are will be a huge opportunity in 2020 and beyond.
Partners selling our Verodin Security Instrumentation Platform will offer solutions including their services to assist companies in improving the effectiveness of their security policies and security tools. Verodin will enable companies to securely test their current ecosystem leveraging the MITRE framework along with FireEye Intelligence feeds featuring the latest IOCs and attack methods. This leads to solution optimisation.
Companies moving to the cloud also creates several opportunities for the channel. FireEye will enable our partners to provide solutions to securing their customer's cloud environments. Solutions include our Helix security operations platform supporting endpoint, network and email bundled with expertise from both the partner and FireEye frontline experts.
2. What are the biggest challenges facing SMB-sized customers today?
There are three key challenges facing customers in 2020 which are also partner opportunities if addressed appropriately. These are the cyber security skills shortage, rationalising security tool spend, and keeping pace with attackers.
Cyber Security Skills Shortage: Limited security expertise has created a skill set shortage. This reinforces an opportunity for many solution providers to move toward offering services that manage security solutions and technologies for their customers.
Rationalising and improving the effectiveness of security tools: We're helping partners take a proactive approach with their customers as it pertains to understanding and mitigating risks, inefficiencies and vulnerabilities. Continually identifying these gaps gives partners tangible ways to assist their customers, while making their environments more secure.
Keeping pace with the attacker innovation cycle: As an industry, we have to innovate as fast or faster than the adversary. FireEye is the only cyber security company to offer the combined benefit of world- class technology with front line expertise and intelligence. Our world class threat intelligence powers the FireEye ecosystem to strengthen our security solutions and programs.
3. What's been your personal highlight for your business in the last 12 months?
Our acquisition of Verodin earlier this year and the roll out of these services to our partner network which will happen soon. We'll be offering partners several incentives to go to market with these Verodin products. The tools allow customers to become more strategic by increasing their understanding of what security solutions they need, no longer need, and which kept tools can be made more effective. Verodin constantly tracks security solutions to make sure customers have optimal functionality.
The acquisition means we can work with our partners to take Verodin outside of large enterprises, which is where its customer base has traditionally been.
4. What does it mean to you to win this award?
It's a great honour to win. I've always followed Channel Partner Insight news, so for them to recognise me in this way is fantastic. I'm collecting the award amongst many peers who I have great respect for, so the awards evening is a special part of this too.
I want to thank my brilliant team and those across the industry who have supported me over the last 12 months. It means a lot.
5. What will be the next big innovation in managed services?
Consumption billing. We should work to allow customers to pay for use as they consume, on a periodic basis.
Our cloud subscription business is the area that will grow the fastest in the next 12 months, because many of our partners and customers are overseeing a fast-moving shift to the cloud with their applications and infrastructure.
And the biggest disruptive force in the industry today is that the big cloud providers will potentially take over fulfillment of organisations' security solutions. They will aim to integrate these solutions within the wider infrastructure.
As companies move more and more of their applications to cloud infrastructures like Amazon and Microsoft, the channel needs to develop managed service offerings so they can continue to add value.
This can be done by creating services that customers and partners need to add to their cloud solutions and by retaining a role in the transaction process. It will become more and more difficult to keep a business going by only making money from selling products, so services are key.
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