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Considering a cloud-based security services practice? Accelerate and de-risk the process by adopting an enhance and protect strategy

1 November 2017:

Danny Yeowell, Security and Networking Business Unit Manager, Azlan UK explains how Azlan can help channel partners make the switch from solo sales to annuity revenues

Security complexity has outpaced the knowledge and expertise of most in-house IT teams, prompting many organisations to seek managed services. This presents a huge opportunity for channel partners to capitalise on delivering security services to customers that may not have the expertise or resources to tackle IT security themselves.

Gartner predicts worldwide spending on information security products and services will reach $86.4 billion[i] by end of 2017, with spending expected to grow to $93 billion in 2018. Security services will be the fastest growing segment, especially IT outsourcing, consulting and implementation services. There is no time to lose. 

The services opportunity

The growing awareness within organisations of the evolving regulatory landscape coupled with the business impact of security incidents has been the driving factor behind the continued spending on security services and products.

Channel partners looking to exploit opportunities must differentiate themselves in this increasingly crowded space. Adding security services to a portfolio of offerings enables partners to set themselves apart from competitors that sell product features and functions. By demonstrating knowledge of latest trends and uses, as well as how these may impact the customer’s business, channel partners can establish their expertise and tap into this lucrative market. 

However, building a security practice is a complex process that requires significant capital investment and skilled expertise. Yet, there are options that channel partners can take to evolve their service offering with minimal cost or risk. Supported by distribution and in partnership with a managed security service provider (MSSP), channel partners can evolve their business model, approach and value add by reselling white-labelled services.

Expand services, minimise risks with Azlan

Azlan has the knowledge and skilled security experts to accelerate partners on their journey to developing a portfolio of security services. Working in partnership with a leading MSSP that only sells through the channel, partners can establish a revenue stream by selling white label services whilst developing their own security practice should they wish to do so. 

A full range of advanced security services is available, from advanced threat detection through to fully managed security operations capabilities. Services are delivered from the dedicated 24x7 UK-based security operations centre, which is ISO27001 certified.

A database of over 100,000 indicators of compromise coupled with a global threat intelligence network formed from honeypots deployed across seven continents is used to enrich security events. This ensures that the partner and its customers have access to highly reliable and highly qualified threat intelligence.

Adopt an enhance and protect strategy

Making the transition from product to solution sales is transformative to a business and requires a different mindset and new skills. Azlan partners are supported throughout the process with sales education and technical training including:

  • Market assessment
  • Business planning
  • Client acquisition
  • Training of sales and technical staff on services to enable them to talk confidently to their end-user customers.

This enables partners to speed up their time to market by adopting an “enhance and protect strategy” which means enhancing services to customers on an ongoing basis while protecting existing relationships with a regular reason for contact. By adopting this model partners can reap long-term rewards in the form of annuity revenues and concentrate on serving the individual needs of their customers, tailoring their offering with wrap around services.

The time for change is now

The modern landscape of cyber security is complex and multifaceted. Not all businesses, regardless of size, can afford the time, expertise or resources to stay ahead of the security curve. Many organisations are seeking guidance from external experts who will understand their business, risk profile and identify the right combination of security products and services to manage and control those risks within budget.

Azlan’s managed security services remove barriers to market entry and fill any service gaps, facilitating partners to make the transition into the security services market. Additionally, with full sales and technical training support, partners will be able to confidently demonstrate their capability, backed up by proven security technology and expertise.

To find out more, contact your Azlan security solutions expert or visit

[i] Gartner Forecast Analysis: Information Security, Worldwide, 1Q17 Update

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