ENDPOINT PROTECTION
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to predict and prevent attacks before they occur by identifying patterns and indicators of compromise,” he says. Reseller conversations There are various aspects that resellers should emphasise when promoting endpoint protection solutions to clients. Karl says SMBs often rely on resellers to keep them informed. “We're constantly educating our clients about the latest security breaches and what they need to do to protect themselves,” he says. “By empowering them to improve their own knowledge, they understand what we recommend and why we've made those specific recommendations.’ Peter adds that resellers should stress several key aspects. “The first is the critical role of real-time threat detection and response capabilities,” he says. “Resellers should point out how cutting-edge solutions use AI to stay one step ahead of evolving threats. “Secondly, ease of deployment and management is important, especially for businesses without dedicated IT security teams. Solutions offering comprehensive protection with minimal fuss will be more attractive. Thirdly, scalability and adaptability are vital characteristics, as solutions need to grow and adjust along with businesses and new threats. Lastly, resellers should underline the significance of ongoing education and support, ensuring that clients are always ready to tackle emerging cyber threats.” Kent adds that no single tool can completely protect a consumer against threats. “Effective cybersecurity requires a multi-layered strategic approach that combines various tools and practices to address different types of threats,” he says. Greg says resellers should highlight how the solution aligns with the skills available in the business. He adds that integration with an open cybersecurity data platform is also important. “Organisations want to enrich their security telemetry with other sources at scale using AI,” he says. “For this to be effective, all security data must be normalised and contextualised. Currently, multiple security databases in different formats lead to a human-centric approach that is slower, more costly, and typically less valuable to the customer.” Keegan Keplinger, senior threat researcher at eSentire, says resellers should highlight how solutions can adapt rapidly. “New detection approaches are constantly
emerging but implementing them can be tricky unless your customer is able to adapt,” he says. “Helping them to be ready for changes is an ongoing opportunity beyond any product sale. “Real-time and effective endpoint security requires additional services like subscribing to active threat research to know what threats are serious, and continuous engagement with the security platform powering the EDR solution to be truly effective. Keeping up with security is a full-time job, and you can help your customers with that knowledge.” More than the obvious Troels notes that all endpoints are at risk, not just the obvious ones. “It includes smaller devices like smartphones, smartwatches, and virtual assistants can be endpoints, each a potential security risk,” he says. “Internet of things devices making their way onto business networks makes this even more complex. Resellers should highlight that any device that connects and exchanges data over the internet is a threat – even, for example, the network sensors that gauge temperature and other environmental factors in a manufacturing warehouse—they can all be a target and a ‘way in’. “Cybercriminals have been proactive in evading traditional defences. They have developed malware that adapts its signatures regularly to avoid detection, while others use fileless attacks to set up a new admin account with strong privileges. Resellers must be aware of these threats so they can educate their customers on the tools they need to help stay secure and help them recognise that security isn’t an additional service, it should be the centre of their tech stack.”
Richard Meeus
Melissa Bischoping
Samantha Cotton
Dominic Ryles
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