Gartner Research

Security Outsourcing Changes Channel Realities for Security Technology Providers

Published: 25 August 2015

ID: G00280486

Analyst(s): Lawrence Pingree, Sid Deshpande, Elizabeth Kim

Summary

Providers of outsourced security services (MSSP and on-premises) are increasingly wielding more influence on customers' security technology purchasing decisions. Sales enablement leaders at security technology providers should factor this trend into their channel partner program.

Table Of Contents
  • Impacts

Analysis

Impacts and Recommendations

  • The growing influence wielded by security outsourcing providers on security buying decisions means sales enablement leaders need to re-evaluate the way they leverage this category of partners
  • MSSPs' increased strategic reach within the customer organization changes the way security technology providers need to enable them to deliver value
  • Customer satisfaction with outsourced security projects and providers is fickle and directly affects customers' perception of underlying security technologies, making it important for technology providers to choose the right security outsourcing partners and enable their success

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