News in the Channel - issue #16


presents a huge risk, as legacy cybersecurity aren’t designed for OT, and devices that aren’t managed on the traditional networks.” Reseller opportunities All this presents plenty of sales opportunities for resellers, VARs and MSPs in the healthcare sector. Neil notes that for these businesses, a key first step is understanding the full extent of the network-connected infrastructure and specific OT protocols, such as HL7, DICOM and Modbus. “Being able to present a solution that incorporates IoT and OT is essential, as well as being then able to present an offering that can integrate and connect with cloud and existing cybersecurity systems, to ensure that the IT can have a unified view of threats, activity and the ability to respond quickly,” he says. Richard adds resellers need to provide the services and software to optimise the extensive hardware purchases that a hospital may be making. “But at the same time, they have a duty of care to make sure that there’s training programmes that are provided to hospital networking staff and security staff so that they can operate these things,” he notes.

Alan Jones, channel marketing and Amazon manager at D-Link UK, notes that for resellers targeting the healthcare sector, it’s important to understand the industry’s specific requirements, challenges and budget constraints. “Highlighting the scalability, reliability and security and value of networking solutions is key to influencing healthcare organisations,” he says. “Emphasising the potential for improving operational efficiencies and the ease of management can help resellers meet the needs of their healthcare clients more effectively. The NHS is very much peer-influenced, so showing examples of how other NHS Trusts or departments have benefitted from a solution could also help to unlock new opportunities.” Digital transformation Alan adds that digital transformation is a priority for the healthcare sector, and the NHS has ambitions for most health services to have digital foundations in place by early 2025. “To realise its digital ambition, the NHS needs to be able to choose appropriate solutions from networking vendors that offer a wide choice

Neil Langridge


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