MARKET IN 2019
STEPHAN BERNER, CEO AT HELP AG
hrough 2018, there has been a steady shift in the channel
mindset with more organisations ramping up their services
portfolios. This will continue in 2019 and I believe that
customer buy-in to managed services is only set to grow.
The exponential increase in the complexity and frequency
of cyberattacks places managed security services (MSS) at the
forefront of what these enterprises require.
PwC’s recently conducted 21st CEO survey found that in
terms of outside threats to their business, 45% of CEOs said
they were extremely concerned about cyberattacks while 55%
of respondents said they find it very or somewhat difficult to
attract digital talent.
For the channel, it should therefore be clear that building
a fully-qualified MSS practice that can not only alleviate the
burden placed on the in-house IT teams of their customers but go
further to deliver expertise and value will help secure their future
in the year ahead.
The channel will also be impacted the by increasing uptake
of the cloud. Enterprises in the Middle East are ahead of the
wider EMEA region when it comes to adoption of hybrid cloud,
according to the global Enterprise Cloud Index survey by Nutanix.
There is also market buzz around multi-cloud which also
presents an opportunity for the channel. As cloud complexity
increases, the channel will be able to create new revenue
streams by delivering professional services around selection
of the right cloud solutions and migration management, best
practice implementation, policy development, SLA management
And of course, with these being delivered via the OpEx rather
than CapEx model, it makes financial sense for both the customer
and the channel organisation.
INTELLIGENT TECH CHANNELS
There is also market
buzz around multi-
cloud which also
presents an opportunity
for the channel.