As technology grows and moves faster, security needs to do the same.
Especially now, with more people working from home than ever before.
In 2020, the Security BU space grew and expanded significantly to account for security needs. And in 2021, Ingram Micro’s partners can look forward to more exciting technologies and partnerships in the space.
In this episode of B2B Tech Talk, Keri Roberts is joined by Eric Kohl, the VP of Advanced Solutions, Networking and Security Business Unit at Ingram Micro, to discuss lessons in security from 2020, what that means for 2021, and how Ingram Micro supports partners’ security measures.
Eric also explains:
- How the Security BU space expanded in 2020
- How the Emerging Business Group (EBG) supports partners
- How Ingram Micro is helping partners and customers stay protected
- How EBG and Security BU can engage with the President’s Club
- How to get people to adopt new ideas and technologies
How the Security BU space expanded in 2020
As technology grows and moves faster, security needs to do the same. When the pandemic hit and people around the globe had to swiftly move to remote work, work- from-home security solutions, such as multi-factor authentication and VPN technologies, took off like a rocket.
When a significant number of people are working from home with so many devices per individual, the defense perimeter becomes fragile, and the need for stronger endpoint protection is accelerated. Because of the fragility of that perimeter, there’s been an increase in spend in identification, detection and response categories. Thus, Ingram Micro had great growth with vendors in the security space, such as Pulse Secure, RSA, Sonicwall, SYTRIX, SOPHOS, Proofpoint, Mimecast and Trend Micro.
How the Emerging Business Group (EBG) supports partners
Ingram Micro subsidiary Promark Technology has aligned the best talent, resources and business practices from two celebrated speciality teams to create a new, all-in-one Emerging Business Group (EBG). The Promark team brings new data center storage and data protection vendors to market, has an amazing sales force and provides end-to-end support to Ingram Micro vendors. The team is composed of around 50 people that are solely compensated on the success of driving these vendors and their initiatives into the market. Since vendors are making acquisitions in this space right now, Ingram Micro is placing even more focus on helping them protect their investments and achieve channel adoption through our massive channel partner system.
How Ingram Micro is helping partners and customers stay protected
The main issue on many partners’ minds, of course, is security. One of Ingram Micro’s mantras for 2020 has been “protect your own house…” That goes for MSPs, MSSPs, solution providers, resellers, etc. Ingram Micro has a great partner ecosystem, but this year has revealed significant “chinks in the armor” in terms of fraud. Now is the time for partners to focus on strengthening security measures, so Ingram Micro’s Delta Force team—a team of technology evangelists in the cybersecurity department—can have deeper conversations with partners about security measures, allowing Ingram Micro to better serve the vendor community.
How EBG and Security BU can engage with the President’s Club
Regardless of how big the vendor is, the President’s Club is about helping them with a structured go-to-market strategy and engaging with the sales team. It’s the perfect space to share ideas and strategies on how to go to market with these teams and what sales engagement looks like. Ingram Micro’s sales organization and structure is one of the most complex things around working with Ingram Micro, and the President’s Club helps to shield vendor partners from that complexity to drive the right results.
The future of technology
To stay protected in the new year, partners need to go back to the basics. They should be adopting things like multi-factor authentication and security awareness training. Cyber attacks will only continue to increase in frequency and sophistication, and the big question agencies need to answer is, “Are we prepared?”
This is part of a special series showcasing some of the great people who support Ingram Micro President’s Club. The President’s Club is an exclusive program through Ingram Micro for our top vendors to have more access to our sales associates. Learn more about the program here.