Backup & File Sharing, Partner Program, Security
A Catch 22 – Cybersecurity and the Channel
The prevalence of high-impact cyber attacks has changed the way that organizations (and the channel) should think about security. And while cyber attacks have continued to grow in size, frequency and complexity, many businesses are still ill-prepared to handle these threats. Further, our recent ransomware report found that 27% of IT experts think their customers will blame them if they fall victim to a ransomware attack. From ransomware to distributed denial-of-service (DDoS) attacks, one thing is clear – these attacks are not going away.
With today’s organizations unable to afford the impact of downtime to their business, MSPs are in a very interesting position…
Why MSPs should be focused on security
A crowded security vendor landscape has led to confused companies trying to make sense of it all. Here’s how Eric Martorano, our head of global sales, describes the problem:
“There is a continuous threat to individuals and businesses as technology continues to advance. Security threats continue to develop, are more sophisticated, and are now having a broader impact on the world as a whole.”
In short, organizations are not confident in their knowledge of the threat landscape. However, all of this confusion presents a strategic opportunity for MSPs – end customers (now more than ever) need a trusted security advisor.
Still not convinced a security specialization is for you? Consider this – growing threats mean your customers are likely to be coming to you with more complicated support needs if they haven’t already. Without the appropriate layers of security solutions and a security-focused professional services portfolio, this increase in account activity can easily start eating into your profitability.
Koert Council, Partner at Kosh Solutions shares his experience:
“One of the biggest customer queries we receive is related to our clients needing help with restoring a computer with a damaged, failed hard drive, or mass infection. With Intermedia’s SecuriSync® features, getting our clients access to the documents they need after a computer is dropped or stolen will take just minutes—resulting in a great productivity increase for both us and our clients.”
Build your customers a better boat
Remember, your security offering isn’t purely about the technology. User education is also key. Eric explains:
“Offering frequent interactive cybersecurity trainings might be an achievable goal for larger companies, but we know this could present a challenge to smaller organizations. This is a prime opportunity for outside IT consultants/vendors to offer comprehensive security training programs to these smaller companies as part of their professional services portfolio.”
So where do you begin, and what sort of content should go into interactive trainings? Start by understanding the needs of your customer. Then, customize your training to the type of business that they run and where vulnerabilities are greatest. The key to the success of these programs is getting in front of employees on a recurring basis. One training session every six months is simply inadequate. In between, try sending reminder emails tied to timely events – for example, address the risks associated with password reuse when a big data breach is in the news. Repetition reduces risk.
Now not only are you giving customers an additional value-add, you’re feasibly reducing time spent on support-related issues. The reverse is also true – if employee education is weak or lacking, vulnerabilities across the business will be heightened.
Koert continues:
“We’ve picked up half a dozen or more new customers as a result of ransomware attacks. Heightened media exposure has made businesses realize they are vulnerable and need protection. No business today can afford the potential loss of three or more days of revenue while they scramble to recover.”
If you do your job effectively like Kosh Solutions, you can help to mitigate the financial and business impact of an attack, should one occur, while differentiating from the competition.
SecuriSync for Instant Ransomware Recovery
The threat of ransomware is rapidly rising, targeting businesses of all sizes and spreading to multiple victims within corporate networks. SecuriSync is the only enterprise-grade tool on the market that offers the two capabilities necessary for business continuity during a ransomware outbreak – 1) instantly roll back an archive of files to their uninfected state and 2) give employees immediate access to those uninfected files from alternate devices. Further, the gray-labeled offering is partner-friendly, giving you the ability to control pricing, margins, and the customer relationship. To learn more about how SecuriSync makes ransomware recovery a manageable 3-step process, visit https://www.intermedia.com/report/ransomware#continuity.
SecuriSync is either a trademark or registered trademark of Intermedia.net, Inc. in the United States and/or other countries.
