Information technology security expertise is expensive, but sales channel partners can use their combined clout to share experts among the various partners, enabling smaller clients also to access expert security advice, says information and communication technology distributor DCC security specialist Fred Mitchell.

“Small businesses should demand excellent and expert advice from their suppliers and systems integrators. Risks to smaller businesses are not lower than larger organisations’, and cybersecurity risks might represent more severe threats to their operations. Thus, they should demand bespoke systems suited to their needs and risks,” he says.

As a distributor, DCC does not deal directly with its partners’ clients, but it does have in-house security specialists. They can be seconded to partners and for meetings with clients to provide expert advice for clients on risks and mitigation measures.

“Our partners will benefit from this, as they [will be] providing more value for their customers, while their clients, regardless of the size of their businesses, will benefit from the improved security design and support.

“Companies should try to identify their most obvious security risks, for example, executive mobile devices or laptops that might get lost or be stolen, and then work with a specialist to address these risks as a first step.”

Therefore, DCC’s channel partners have a significant role to play in helping their clients analyse their networks and, based on the risks and exposure of these networks, design an adequate response to reduce risks.

“Suppliers and systems integrators understand their clients’ networks and businesses and, in cooperation with the client, can then identify risks and provide solutions to reduce these risks.

Technology alone is insufficient to provide robust protection for companies, emphasises Mitchell, and all companies require bespoke security designs, based on the analysis and then mitigation of security risks.

Further, security solutions often have significant financial implications for smaller companies, and a key role that channel partners must play is to help their clients map out the development of their cybersecurity systems to limit any impact to operational budgets.

“All companies, especially smaller companies, require access to security experts, despite the short supply in South Africa, to identify cybersecurity risks and the most suitable ways of addressing them.”

The solutions might include outsourcing certain functions, as it might be a more suitable option for companies that cannot afford to employ a security expert.

A holistic approach to addressing security, mainly by having access to expert advice through trusted advisers, is the most effective way for companies to address security risks, he emphasises.

“Companies must demand more value from their service providers, who also stand to benefit from providing improved service for their clients and the trusted advisory role they must then fulfil. “This [ensures] more consistent and annuity-based revenue, as only a long- term relationship will enable them to effectively serve their customers,” concludes Mitchell.