News in the Channel - issue #13


detection by deploying XDR-style solutions gives another important layer of proactive prevention and reactive, timely response capabilities,” he says. “For most organisations, it is not possible to deliver such capabilities in-house, so often a considered partnership strategy with a managed detection and response provider is key to unlocking the value of XDR solutions.” Optimising security Ryan Kunker, senior director of channels and alliances at Picus Security, notes that resellers are embracing technologies that help customers to better understand their readiness to defend against the latest threats and respond to them. “Breach and attack simulation (BAS) tools are increasingly popular among MSSPs and resellers to help validate and optimise organisations’ security,” he says. “They enable partners to simulate the techniques typically used by ransomware gangs and other threat actors. “If a simulation finds that the existing tools do not prevent, detect or generate alerts for

specific attacks, they can demonstrate to the client that their controls need to be optimised, or new tools are required. “BAS helps security teams to enhance the value of investments, and for the channel opens the door to new upselling opportunities. BAS goes further than just technology as well. It can help organisations test the people and processes they have in place to respond to breaches. Allowing teams to practice their craft before ‘breach day’ allows incident responses to be fine-tuned.” Conversations Resellers have a crucial role in network security. Ryan says channel partners should identify gaps in customers’ defences, so they can guide them to invest in the areas that will make the biggest difference. “This can be an incredibly effective way of selling to clients who are otherwise trimming budgets or being extra cautious with their security spending,” he says. “More than ever, channel partners must help clients make data-driven security decisions and demonstrate where security investments are essential.”

Spencer Starkey VP EMEA



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