Stopping the media storm: How resellers keep clients out of the news
Vendor tells CRN: 'No-one wants to end up on the front page'
The glut of recent cyberattacks has attracted global media interest but resellers are best placed to ensure clients do not become the latest media exemplar, according to security software vendor Avecto.
This year, attacks such as WannaCry and Petya have transcended the trade press and consumed mainstream media attention across the globe.
Ben Audley, vice president of sales at Avecto, told CRN that such attention can harm firms' reputations, but a strong reseller partnership is the right remedy.
"In the digital age, as we become more media focused, people do not want to end up on the front page of the latest newspaper," said Audley.
"These breaches have been happening for a while, but the media takes a particular interest in them now.
"It started with the big breaches in the US and we have had a significant amount of cyberattacks in Europe too. Organisations will want to prevent that happening to them and they'll be looking at the experts to ask 'where do we go?' and 'what do we do?'"
Audley said this is where resellers are able to display their value to clients.
"Businesses want people they trust and who can advise them about a broad range of products, so resellers able to deliver that intensive in-depth strategy will be the ones that come out on top," he said.
Avecto has recently expanded its channel presence after inking a distribution deal with Progress Distribution, to sit alongside its previous deal with Wick Hill.
"We have not set a goal on the number of resellers we would like to work with," said Audley.
"What we are looking for is those deep partnerships where the reseller offers a true value-add, where they can take our product to their customers and we can work very closely with them in terms of growing their business."
Audley added that Avecto has transacted with several UK resellers in the past, but it is looking to have a close relationship with a handful of partners moving forward.