Navigating the cybersecurity landscape: a guide for channel partners in 2023

The cybersecurity landscape is undergoing a notable shift as we enter the second half of 2023. Developments such as the persistent threat of ransomware, and the introduction of new legislation such as DORA and the NIS2 directive have forced companies to rethink how they approach security. More enterprises accept that preventing all breaches is no longer possible. Instead, the focus now is on resilience, containment, and the ability to operate even in the face of an attack.

The channel is at the forefront of this transition, guiding organisations through the complexities of this new cybersecurity paradigm. As such, the role of channel partners has never been more critical. They are the linchpins, enabling enterprises to navigate the intricacies of cyber resilience and adapt to the changing tides of technology.

Embracing the shift to cyber resilience

Ransomware and legislative changes have accelerated security transformation. However, this shift is not just a reaction to the threat landscape. We are also seeing enterprises proactively adopting an “assume breach” mindset and moving towards more robust and resilient security postures. It is understood that threats are inevitable in the digital era, but their impact can still be mitigated.

As IT environments become larger, more complex and distributed, organisations face more vulnerabilities and visibility gaps. The channel has a crucial role as an educator to help organisations plug these gaps and develop a security architecture that is future-proof. This requires not just the adoption of new technologies, but a rethink of security strategies and how organisations can build an IT infrastructure that is resilient by design.

Partners can tap into this opportunity by guiding businesses toward more mature and integrated security approaches that reduce the need for numerous point solutions, such as Zero Trust. They should also be developing a bill of materials that can deliver a best-of breed architecture to help customers reduce costs and provide better value.

In this era of doing more with less, it’s also important the channel enterprises to maximise their existing investments through better use of current tools and technology. The focus is shifting from "how can we help customers bring on more technologies?" to "how can we help them leverage the ones we have and find ways to complement and grow them?"

Maximising investments in the face of economic challenges Despite the financial crunch, companies are still increasing investment in security. IDC estimates a 12% global increase in security spending across 2023. However the current economic climate has put a greater focus on return on investment (ROI). This return isn't just about financial benefits; it could be risk reduction, reduced downtime, or improvements in operational efficiency.

In this environment, customers are demanding the biggest bang for their buck. They want to know how to make their existing tech stack work harder.

As we move into the second half of the year, we expect to see better-defined, understood, and executed projects as a result. The current economic climate is certainly forcing organisations and channel partners to align projects to business needs.

Channel partners must consider their long-term investment in technologies and how they can help customers maximise their existing tools and processes. Those that have already been working as trusted advisors will have a valuable opportunity to strengthen their relationships. Partners that have previously been more focused on volume however may need to reevaluate how they work with their clients.

The current market provides a strong chance to reposition as a strategic long-term partner rather than a tactical advisor. We've already started to see channel partners think more strategically and define a roadmap more effectively.

The future of security: Zero Trust Segmentation

As well as taking a more strategic approach, channel partners should also reevaluate their portfolio to ensure they are offering solutions that can both provide optimal ROI for customers, as well as long-term returns for themselves.

One of the most significant areas for growth is microsegmentation or Zero Trust Segmentation (ZTS). Gartner recently predicted that by 2026, 60% of enterprises working toward Zero Trust architecture would use more than one deployment form of microsegmentation, up from less than 5% this year. Zero Trust Segmentation has transitioned from a nice-to-have to a must-have, presenting a huge revenue and growth opportunity for channel partners.

Many organisations have already embarked on their Zero Trust journey and are wrapping up Zero Trust Network Access (ZTNA) deployments. Zero Trust Segmentation is the next logical step for these projects and serves as a critical pillar in any Zero Trust architecture. Channel partners have a unique opportunity to guide their customers through this transition, helping them understand the benefits of Zero Trust Segmentation and how it can enhance existing security stacks.

Zero Trust Segmentation is also well suited for the drive towards resilience. Dividing the network into airtight sections significantly reduces the impact of a breach, especially fast-moving threats like ransomware. A Forrester Total Economic Impact™ study of Illumio’s Zero Trust Segmentation platform, commissioned by Illumio found that Illumio ZTS can decrease overall risk exposure to an equivalent value of $18m and reduce the cost of downtime by $3.8m. Other benefits include improved security operational efficiency, better regulatory and insurance compliance, and improved accuracy and granularity of configuration management database (CMDB).

Navigating the future of cybersecurity together

The shift towards cyber resilience, the need for streamlined security architectures, and the focus on maximising existing investments are all trends set to continue. This means that the future is full of meaningful changes and the role of the channel has never been more critical.

Channel partners stand at the forefront of these changes, guiding their customers through the complexities of the digital era and empowering them to face these challenges head-on. The opportunity lies in helping organisations secure any gaps and developing a security architecture that fits the purpose for years to come.

While the cyber challenges faced by enterprises are complex and ever-changing, with the right guidance and support from their channel partners, organisations can navigate these challenges successfully and build a more secure future.