With that evolution of security, the channel chiefs all agreed that the partner models need to evolve as well. Crowdstrike's Polly said partners, including managed service providers, need to evolve to meet this new next-generation model of security. He said MSPs can't just manage security logs anymore and need to specialize and provide more advanced security services, including remediation and incident response.
"Managed service [providers] really have to innovate and become the experts on how to remediate those problems," Polly said.
Todd Weber, vice president of partner strategy and research at Denver-based solution provider Optiv Security, said he sees customers in a transition between legacy and next-generation technologies. He said "less mature" customers tend to request legacy technologies to build a security foundation, then as the program matures will ask for more startup technologies. He said as companies mature they generally have a "higher tolerance to try new things" around security.
Weber said Optiv looks to help customers navigate that evolution, evaluating their maturity and helping them pick technologies based on their risk tolerance and technology needs. Then, he said Optiv will play a role in helping the customer adapt as it matures over time.
"We typically look at the maturity of a client’s information security program to base our technology recommendations as well as what combination of people and processes they need to achieve positive outcomes," Weber said.