Archive for February, 2018

Chuck Leaver – The Advantages Of The Security Industry Working Together

Written By Chuck Leaver

No one can solve cybersecurity alone. No single solution company, no single provider, no one can take on the whole thing. To tackle security needs cooperation between different companies.

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

Sometimes, those companies each have a particular best-of-breed piece of the puzzle: one player focuses on e-mail, others in crypto, others in interrupting the kill chain.

From the enterprise consumer’s point of view, effective security needs assembling a set of tools and services into a working whole. Speaking from the suppliers’ viewpoint, efficient security requires tactical alliances. Sure, each vendor, whether making hardware, writing software applications, or using services, has its own products and intellectual property. Nevertheless, we all work better when we work together, to allow integrations and make life easy for our resellers, our integrators- and the end client.

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

Consumers do not waste their cash (and time) with products which have overlapping abilities. Clients do not need to lose cash (and time) creating custom integrations. And customers won’t squander money (and time) aiming to debug systems that combat each other, such as by triggering additional notifications or hard to find incompatibilities.

The Ultimate Trifecta – Products, Solutions, and Channels

All three work together to meet the needs of the business client, as well as benefit the suppliers, who can concentrate on doing exactly what they do best, relying on strategic alliances to develop total solutions from jigsaw puzzle pieces.

Usually speaking, those services require more than simple APIs – which is where strategic alliances come in.

Think about the integration in between solutions (like a network danger scanner or Ziften’s endpoint visibility services) and analytics options. End clients don’t wish to run a whole load of different control panels, and they don’t want to by hand associate anomaly findings from a lot of different security tools. Strategic alliances in between product suppliers and analytics solutions – whether on-site or in the cloud – make good sense for everybody. That includes for the channel, who can offer and support total services that are already dialed in, already debugged, already documented, and will work with the least hassle possible.

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

How about major value add resellers (VAR)? VARs require solutions that are simple to understand, easy to support, and easy to add into existing security deployments. This makes brand-new solutions more attractive, more cost effective, simpler to set up, much easier to support – and strengthen the VAR’s client relationships.

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

2 Examples: Fortinet and Microsoft

No one can resolve cybersecurity alone, and that includes giants like Fortinet and Microsoft.

Think About the Fortinet Fabric-Ready Partner Program, where innovation alliance partners integrate with the Fortinet Security Fabric by means of Fabric APIs and have the ability to actively collect and share info to enhance threat intelligence, boost general hazard awareness, and widen hazard response from end to end. As Fortinet discusses in their Fortinet Fabric-Ready Partner Program Introduction, “partner inclusion in the program signals to customers and the industry as a whole that the partner has actually teamed up with Fortinet and leveraged the Fortinet Fabric APIs to develop verified, end-to-end security options.”

Likewise, Microsoft is pursuing a similar technique with the Windows Defender Advanced Threat Protection program. Microsoft recently picked just a couple of crucial partners into this security program, saying, “We’ve spoken with our customers that they desire protection and visibility into possible hazards on all their device platforms and we’ve relied on partners to assist address this need. Windows Defender ATP provides security groups a single pane of glass for their endpoint security and now by working together with these partners, our customers can extend their ATP service to their entire install base.”

We’re the first to confess: Ziften cannot resolve security alone. No one can. The best way forward for the security market is to move forward together, through tactical alliances combining item vendors, service companies, and the channel. That way, we all win, vendors, service providers, channel partners, and business customers alike.