News in the Channel - issue #18

INTERVIEW – ARCTIC WOLF

Our focus is always the local language in that country, in order to provide the best possible service to our customers. “ ” to create demand for professionals who can speak

geographies and regions. Our number one priority is driving growth in five established markets: UK, DACH, Benelux, South Africa and the Nordics. We are now also looking forward to exciting opportunities in Ireland where we have a new experienced sales team, which started early May. Our focus is always to create demand for professionals who can speak the local language in that country, in order to provide the best possible service to our customers. This means hiring quality people with industry knowledge and local partner network.”

of inflation and the rising cost of goods and services. Deals are taking longer to complete, and partners and resellers generally want to get the best value for money for the services they offer. “Another wider trend we’re continuing to see affecting partners is skills shortages. Cybersecurity is a constantly scaling industry and businesses are always going to need some form of protection, regardless of sector or size. However, it can be difficult to find people with the right skillsets and hiring can be very expensive – something that partners onboarding more customers will have to contend with as they expand. Lastly, the ongoing rise in attacks, combined with the use of increasingly sophisticated threat tactics, is increasing cyber risk for businesses nationwide, and I believe we’ll see more investing in cyber insurance as a result.” Where do you see the wider channel heading over the next 12 months? JE: “Despite battling a hugely challenging economic environment, I believe the channel will stay resilient and come out on top over the next year. Cybersecurity solutions are constantly in demand, and the predicted uptake in insurance policies will fuel demand for advisory and delivery services from organisations unsure of the best policy to go for. “This will be an important opportunity to increase revenue for not just consultants like KPMG, but the wider channel who will act as consultants on behalf of the end user. Skills shortages will continue to be a challenge, but I’m confident we can recruit the right people for the industry through training and initiatives and ultimately tap into the next generation of talent for the channel and beyond.”

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Cybersecurity

solutions are constantly in

demand, and the predicted uptake in insurance policies will fuel demand for advisory and delivery services from organisations unsure of the best policy to go for.

How are you planning on achieving these priorities?

JE: “One way we are expanding our partner landscape is via our partner programme, which offers several benefits including on- demand training courses, internal purchase discounts and access to executive leadership for more advanced members. This allows all our partners – regardless of size – to grow and expand their strategic relationship with Arctic Wolf as a company. “We are continuing to build on our expertise in specific areas, including the legal sector, as this will allow us to gain more specialist partners and further expand as a business as a result. These initiatives mean that as well as expanding into new regions, we are consistently signing new partners and growing existing retainers – meaning we are very much looking to hit our wider objectives, both for the company and the wider channel.” What wider trends are you observing in the channel? How are these affecting your partners as a channel-first company? JE: “Partners and customers across the channel – and not just exclusively those working with Arctic Wolf – have felt the brunt

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