The security landscape is often more complicated than it needs to be. This is especially true in the channel where it can be extremely difficult to differentiate between vendors, with each offering a seemingly similar service. As a reseller or MSP there are many different aspects to consider when choosing a security vendor to work with, from profit margins down to how much of a fit they are with your business — every detail matters. To help take some of the stress away, at Bitdefender we have put together this guide on the 5 top things to look for in a security vendor, now and always:
At Bitdefender, we work with many resellers and MSPs and over the years we have learnt that the single most important point when looking at working with a security vendor is to focus on business model alignment and not product cost. We do this by ensuring that the businesses we work with are aligned with our values and us with theirs. This is the key to doing this is by working in a complete partnership from the offset. It is also why, no matter how big or small the company we are dealing with, we aim to grow our resellers from the start.
Training and education
While technology underpins most areas of security, having people on hand to support teams with training and education is invaluable. That is why at Bitdefender we give all partners — from bronze to gold — access to training through our Partner Advantage Network. This gives our resellers the opportunity to gain certifications, and as you grow potential access to account managers. Threats wait for no one, so having training materials to hand at all times, and the ability to talk through any issues is vital to success.
A good margin
As much as it is important to find a partner that is a good fit, it has to also be good for the bottom line. Very few endpoint vendors are able to get a double-digit margin, but it's critical to look for one that can give good profit margins and recurring revenues. At Bitdefender, this is something we ensure for all our partners regardless of level. We also provide access to demand gen and sales resources right from the offset — even at a Bronze level.
MSPs are able to generate new revenues and add another important layer of security while consolidating and simplifying provisioning or vendor management. It's key for an to partner with a vendor with a seamless licensing model but many security vendors that cater to the MSP market don't facilitate licensing in a way that aligns with their business model. In addition to this, some may even impose purchase restrictions on your business which will likely have a direct impact on your profitability. This is not how we do business, and it shouldn't be how other vendors do it either.
Looking for a security vendor can be hard. The market is complicated and often very daunting. However, at Bitdefender we feel that success is in simplicity. So no matter what kind of security vendor or service you're looking for, the key is to find something as simple as possible. Finding a vendor that has as much as possible under one platform, will keep costs down, be easier to manage and will most importantly, be less of a risk for your business.
Working with the right vendor significantly uncomplicates the security landscape. Getting the right partnership can help to boost your revenues and help you to differentiate your services and upskill your people. For more information regarding working with Bitdefender, please see here.