Cybersecurity partners are currently facing a challenging landscape as there continues to be increased complexity with various platforms and the increasing of incidents.
Speaking to CRN Australia, Bryan Stibbard, senior director, GTM shared services and ecosystems ANZ at Palto Alto Networks said partners are being given too many options from vendors in terms of solutions.
“There are a number of cyber vendors that would be coming and talking to them with a story, whatever that story might be,” he said.
“It might be that we need to have a particular direction, a particular product, a particular point solution. From a channel partner perspective, they don’t have the luxury of having endless hours to go and do all that research.”
Stibbard explained that very few partners want to embrace complexity.
“They don’t want to go in there and say, ‘let me make your environment more complex’,” he noted.
“Let’s be honest, they want to go in and say, let’s make it easier, let’s rationalise these different products down.”
He said a reseller partner needs to be educated on where a customer’s journey is going, particularly around AI.
“They need to be aware that Palo Alto Networks with what we’ve got from our technology brief, we’ll be able to show them areas across all those different areas, cloud, network, AI, endpoint, SOC scene replacement.”
Watch more of our interview with Bryan Stibbard above.
Highlights
