Security Vendors Don't Always Get It
Security vendors often fail to fully embrace the channel and unintentionally create a go-to-market strategy for their products that disrupts committed partners. An inefficient channel program with a competing direct-sales force can result in confused customers, said a group of security-minded solution providers recently interviewed by CRN at the Kaspersky Lab North American Partner Summit. Leaders with knowledge of the channel are needed to execute on a strong program, the panelists said. But even that doesn't always create the cohesiveness needed to effectively get a program firing on all cylinders. CRN uncovered five problems frequently encountered by security-minded solution providers.