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Dave Ellis, VP EMEA security and mobility, Tech Data

A distributor can help package solutions, he says. “End users want to buy a business outcome so it needs to be pitched in the right way. In the past security was very much a technology discussion; now channels are dealing with very different people in the customer organisation. Security is top of mind for business owners. The sales message has changed.”

“We have had a number of discussions today with partners who want to dip their toes into the security market. Entering and building their own service can be a big investment – a security operations centre and a 24x7 service with a help desk is expensive. We have had a lot of interest from people who want to sell our RECON Security Suite which gives a quick return with reduced risk. In Q4 we aim to launch a way for our partners to become managed security services providers. This will be a very consultative programme, with security not being so much about a technological change as being based on business processes and changing the business model.”

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