Intelligent Tech Channels Issue 03 | Page 35

INTELLIGENT CLOUD
KEY TAKEAWAYS
• Demand for managed security services is growing at double digit figures and expected to reach close to $ 20 billion by 2019
• Gartner defines managed security services as remote monitoring of IT security functions via shared services from remote security operations centers
• Limited resources directly translates to weak security protection levels within an organisation and longer lead times for protection , detection , correction
• Managed security service providers are under pressure to take full management control of business security environment
• Managed security service providers should be in constant communication with customers , sharing analytics , threat intelligence , incidence reports
partners serious about building a managed security service providers practice should have a clear strategy for hiring , training and retaining security personnel with a focus on nurturing in-house talent . Not only should personnel be technically savvy , but importantly they need to have an understanding of threat landscape in the region and possible attack vectors to allow them to spot potential threats to an organisation .

2 Partnering Over last couple of years , we have seen emergence of a staggering number of security vendors on the market , almost all claiming to be best-in-class ! The good news for managed security service providers is that they are spoiled for choice , but the bad news is many of these solutions overlap and providers often trade off product features for ease of integration and collaboration between various products and solutions .

Rather than opting to integrate disparate point solutions , channel partners looking to build a managed security service practice would be well served to partner with a couple of key security vendors from the outset . This would help to develop a security service platform , from the ground up , that addresses the needs of the market and customers they are looking to serve .
Because of privacy concerns , and increasing spending on public cloud solutions , managed security service providers will soon need to take charge of monitoring end user cloud application activity along with hybrid solutions
Hybrid cloud

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At present security service providers and end customers take joint responsibility of the business security integrity . Due to growing complexity of security solutions and the increasing need to focus on core competence , managed security service providers are under pressure to take full management control of the business security environment . This is compounded with the growing adoption of cloud in the region .
With the increasing adoption of hybrid cloud in the Middle East because of privacy concerns , and increasing spending on public cloud solutions , managed security service providers will soon need to take charge of monitoring end user cloud application activity along with hybrid solutions . With that end in mind , they should integrate security in all their applications and product offerings .
Trusted advisor

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Too often , vendors and partners alike , use the term trusted advisor when characterising partnership with endcustomers . But what does being a trusted advisor really mean ? It means , building a level of accountability and transparency with the customer that goes far beyond just providing tactical security services .
Managed security service providers should be in constant communication with their customers , regularly sharing analytics , threat intelligence and incidence reports . By educating the customer on their security posture , managed security service providers allow the customer to take more informed , evidence-based decisions and in doing so , gain the customer ’ s trust .
For channel partners looking to build a robust security practice and setting themselves apart from competition , becoming a managed security service provider offers opportunity to add value by managing routine IT security operations and growing revenue and margins .
Tarek Jundi is Managing Director Middle East and North Africa at Intel Security
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