Adrian Johnson
TLDR: Key Points
- Businesses torn between investing in security and spending less
- Importance of measuring security effectiveness and using automated validation tools
Ryan Kunker, senior director of channels and alliances at Picus Security, discusses the challenges faced by cyber security resellers and managed security service providers in today’s market. The article highlights the need to balance client requirements with restrictions, as businesses struggle to invest in security while also wanting to reduce spending.
Security teams are facing pressure to invest more due to the evolving threat landscape and stringent regulatory requirements. However, business leaders are seeking to spend less and justify new security tools and services. This presents a challenge for resellers and MSSPs looking to upsell in the current economic climate.
To help clients make informed security decisions and optimize their existing controls, resellers and MSSPs should focus on measuring security effectiveness. Automated security validation tools can simulate cyber threats, identify gaps, and help clients understand where to invest their resources. By demonstrating the need for new investments through quantifiable evidence, partners can increase customer trust and showcase their value effectively.
Overall, the key takeaway is that resellers and MSSPs must adapt their approach to help clients navigate the contradictions of investing in security while reducing spending. By leveraging automated validation tools and providing data-driven insights, partners can enhance client resilience and drive upselling opportunities despite tough economic conditions.
