Digital Shadows, a provider of software for analyzing cybersecurity risks, this week revealed it as appointed Davitt Potter to be its director of managed security service provider (MSSP) and channel sales for the Americas.
At the same time, the private company also announced it doubled the amount of revenue generated by channel partners in 2019.
Previously a field CTO for Arrow Electronics, Potter says partner should expect the company to refine in 2019. The current Digital Shadows channel program has four different tiers spanning both traditional resellers and managed security service providers (MSSPs).
Going into 2020, Digital Shadows is looking to add partners that can engage customers, says Potter.
“I want to know if they have an ability to have a meaningful dialogue relative to the value proposition,” says Potter.
As such, Digital Shadows is not looking to become yet another item listed on a massive line card, adds Potter.
In general, MSSP are under pressure on two fronts. While demand for cybersecurity services has never been higher, pricing pressures are intense. As a result, MSSPs need to add additional services to their basic firewall and endpoint protection services. At the same time, it’s never been more challenging to hire and retain cybersecurity expertise. To make matters worse, many customers are losing faith in the ability of their MSSP to protect them from cybersecurity attacks that are increasing in both volume and sophistication. A recent report published by Digital Shadows also notes the incentives that cybercriminals are willing to pay for exploits as significantly increased as of late.
Put it altogether, and it becomes apparent that the ability to assess the risk level of a customer might be in the best interest of the MSSP. After all, if a customer isn’t willing to sufficiently protect themselves they may be more trouble than their worth to the MSSP.
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