Monday Morning Impact – May 14

Published On: May 14, 2018Categories: Buzz, Uncategorized

Channel Survey Says Clients Attacked Mostly Through Privileged Accounts

Privileged access has emerged as a key vulnerability as channel partners deliver solutions to keep customer data secure. That’s according to Thycotic, a Washington, DC-based provider of privileged account management (PAM) solutions.

According to the company’s 2018 Global Channel Partner Survey Report, 74 percent of solution provider clients have suffered a breach in the past 12 months. Among those experiencing a breach, 55 percent did not act to fully remediate the cause of the breach and nearly one in five clients (18 percent) did not seek any remediation to prevent a breach from recurring. Additionally, 62 percent of solution providers said that cyberattacks were specifically targeting their clients’ privileged accounts seeking to exploit credential vulnerabilities.

“The survey suggests channel partners need to help educate their clients about the risks associated with privileged credentials,” said Charlie Patsios, channel marketing director, at Thycotic. “We are seeing a growing number of solution providers expanding their cybersecurity services around PAM protection.”

More than 90 percent of respondents stated only half of their clients currently have a PAM solution in place to protect privileged accounts and among the balance of respondents, only one in ten of their clients have a PAM solution.

The report lists ransomware and phishing threats as the most significant risks among their clients by solution providers with 44 percent of clients indicating ransomware as their most common breach, followed by 31 percent for phishing attacks.

The channel survey, which focused on cybersecurity, included responses from more than 250 value-added resellers (VARs), managed service providers (MSPs), value added distributors (VADs), direct market resellers and system integrators.

Channel Impact®
Privileged access management tools have emerged as a key component to effective cybersecurity, especially as clients become more aware of public breaches leveraging privileged accounts.

Dell Amps Up Partner Program

Dell Technologies has rolled out a raft of new incentives and solutions designed to fast track its channel partners in the delivery of digital, IT, security and workforce transformation engagements. The company also hopes the new updates will make it easier for channel partners to work across the Dell family of businesses. While each business will continue to have its own independent program, the new framework’s value-added capabilities and certifications are expected to serve as a unifying force for the entire portfolio.

In addition, partners who have achieved Titanium Black status in the Dell EMC Partner Program will see their status recognized across the family of businesses.

“Our partners continue to grow their businesses; however, we know there is still massive opportunity in front of us,” said Joyce Mullen, president of global channels, OEM & IoT Solutions. “Our top priority is helping partners solve their customers’ complex digital challenges.”

As part of the initiative, the company will begin introducing new solutions-based competencies, expanding upon the first wave of competencies introduced last year. The new IoT competency has already been rolled out. Later this year, expect to see additional competencies pertaining to High Performance Computing, Data Analytics, Business Applications, and Security.

The Dell EMC MyRewards Program, an opt-in, points-based reward program for Dell EMC Solution Provider sales representatives and system engineers, will replace the existing Partner Advantage and Sell & Earn programs, adding enhanced promotions and payouts.

Among other highlights, a new demo program leverages MDF to purchase storage, converged infrastructure, hyper-converged infrastructure and data protection solutions at a discount.

Channel Impact®
This new initiative will likely help to tell the connected story, and drive consultative selling deeper into the overall portfolio.

Brother Mobile Launches ISV Program to Support Mobile Apps

Brother Mobile Solutions, a Colorado-based printer vendor, has unveiled a new ISV Partner Program tier for ISVs developing mobile print technologies for a variety of verticals including field service, beverage and food distribution, transportation, retail, public safety, healthcare, and industrial cable labeling.

“This program is one more step in our mission to help build out and increase the capabilities of many vertical market ISVs and software developers,” said Ravi Panjwani, VP of marketing at Brother Mobile Solutions. “As we see the traditional autoID VAR channel changing shape and mission, engaging with and supporting software developers has become a critical mission for us. Today we’re actively working to build a broader knowledge base and drive industry innovation by supporting the developers of tomorrow’s mobile apps and related software.”

Benefits of the “Access ISV” program include software development funds to support vertical-specific applications, custom product configurations, solution integration, dedicated engineering support, demo and evaluation programs, promotion on the Brother Mobile Solutions website, a partner portal, an SDK library, and free printer hardware for testing and certification.

Brother Mobile Solutions, Inc., a wholly owned subsidiary of Brother International Corporation, provides mobile printing and industrial labeling solutions to field workforces and mobile enterprises.

Channel Impact®
The company hopes to help mobility-focused ISVs increase their presence in the marketplace, improve their solutions, deliver greater market value and boost revenues.





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