Chuck Leaver – Without Strategic Alliances Security Issues Will Continue

Written By Chuck Leaver


No one can solve cybersecurity alone. No one solution business, no one service provider, no one can deal with the whole thing. To take on security needs cooperation between different players.

In some cases, those players are at different levels of the service stack – some install on endpoints, some within applications, others within network routers, others at the telco or the cloud.

Often, those companies each have a particular best-of-breed piece of the puzzle: one company specializes in email, others in crypto, others in interfering with the kill chain.

From the business customer’s point of view, reliable security requires assembling a set of services and tools into a working whole. Speaking from the suppliers’ point of view, effective security requires tactical alliances. Sure, each vendor, whether making hardware, writing software applications, or providing services, has its own products and intellectual property. Nevertheless, we all work much better when we interact, to make it possible for integrations and make life simple for our resellers, our integrators- and the end consumer.

Paradoxically, not just can suppliers make more money through tactical alliances, but end consumers will save profits at the same time. Why? A number of factors.

Customers don’t waste their profits (and time) with products which have overlapping capabilities. Clients do not have to squander money (and time) creating customized integrations. And customers won’t squander profits (and time) aiming to debug systems that fight each other, such as by triggering additional notifications or hard-to-find incompatibilities.

The Ultimate Trifecta – Products, Solutions, and Channels

All 3 collaborate to meet the needs of the enterprise client, as well as benefit the suppliers, who can concentrate on doing exactly what they do best, relying on tactical alliances to create total services from jigsaw puzzle pieces.

Usually speaking, those solutions need more than basic APIs – which is where strategic alliances are so important.

Think about the integration between products (like a network danger scanner or Ziften’s endpoint visibility solutions) and analytics options. End consumers do not wish to operate a dozen various control panels, and they do not want to manually correlate anomaly findings from a dozen different security tools. Strategic alliances between solution vendors and analytics options – whether on-site or in the cloud – make good sense for everybody. That consists of for the channel, who can use and support complete services that are already dialed in, currently debugged, already recorded, and will deal with the least difficulty possible.

Or think about the integration of solutions and managed security services providers (MSSPs). They wish to provide potential clients pre-packaged options, preferably which can operate in their multi-tenant clouds. That indicates that the items must be scalable, with synergistic license terms. They need to be well-integrated with the MSSP’s existing control panels and administrative control systems. And obviously, they have to feed into predictive analytics and occurrence response programs. The very best method to do that? Through tactical alliances, both horizontally with other product vendors, and with significant MSSPs also.

How about significant value-added resellers (VAR)? VARs need products that are easy to understand, easy to support, and simple to add into existing security releases. This makes new solutions more enticing, more economical, easier to set up, much easier to support – and strengthen the VAR’s customer relationships.

Exactly what do they try to find when adding to their solution portfolio? Brand-new products that have strategic alliances with their existing product offerings. If you do not dovetail in to the VAR’s portfolio partners, well, you most likely don’t dovetail.

Two Examples: Fortinet and Microsoft

No one can fix cybersecurity alone, which consists of giants like Fortinet and Microsoft.

Think About the Fortinet Fabric-Ready Partner Program, where innovation alliance partners integrate with the Fortinet Security Fabric via Fabric APIs and have the ability to actively collect and share details to enhance risk intelligence, enhance overall threat awareness, and broaden risk response from end to end. As Fortinet describes in their Fortinet Fabric-Ready Partner Program Overview, “partner addition in the program signals to clients and the market as a whole that the partner has actually teamed up with Fortinet and leveraged the Fortinet Fabric APIs to establish verified, end-to-end security services.”

Likewise, Microsoft is pursuing a similar method with the Windows Defender Advanced Threat Protection program. Microsoft recently picked just a few crucial partners into this security program, stating, “We’ve heard from our customers that they want defense and visibility into possible hazards on all of their device platforms and we’ve turned to partners to help resolve this requirement. Windows Defender ATP provides security teams a single pane of glass for their endpoint security and now by working together with these partners, our clients can extend their ATP service to their whole install base.”

We’re the first to confess: Ziften cannot fix security alone. Nobody can. The very best way forward for the security market is to move on together, through tactical alliances combining item suppliers, service providers, and the channel. That way, all of us win, suppliers, service providers, channel partners, and enterprise clients alike.