Q & A
EDITOR ’ S
SHANE GRENNAN , SENIOR DIRECTOR PARTNER SALES AND BUSINESS DEVELOPMENT MIDDLE EAST , FORTINET
Silos exist because of the lack of effective collaboration between teams , the modern enterprise can no longer afford to delay the speed of business in a highly competitive world . In addition , adding security as an afterthought almost inevitably leads to problems . When security solutions are not well integrated with one another or the underlying network , security risks and gaps can arise as the attack surface expands and adapts .
By having IT and security collaborate at the front end of the planning process , you end up with a solution that is secure by design rather than leaving security to be addressed as an afterthought . Channel partners should better understand customers ’ business driven projects and help them build solutions in a secure manner , while not adding friction to information flow .
Most organisations are selecting either a hybrid-cloud or multi-cloud deployment
approach to integrate multiple services and provide scalability . This model enables organisations big and small to allow critical data and essential applications to reside anywhere , on-premises , on campuses , at home offices , at branch offices , in the datacentre , or the cloud . And wherever these applications reside need to be transparent to the user . This is where Fortinet comes in to offer a unified platform approach to cloud security .
Some Fortinet partners , who have been ahead of the curve and learned from it , are providing guidance on the technical strategy for this evolution . Some Fortinet partners also provide enterpriselevel guidance on how the cloud can be used to drive digital transformation . Others focus on the operational support required to help move customer workloads to the cloud .
These three strategies are at different stages of a customer ’ s cloud journey and provide different levels of value . As always , channel partners need to understand where the customer ’ s needs lie and provide the help they need at a level they already master , while striving to go further in increasing value .
PRASHANT MENON CHANNEL MANAGER UAE , CHECK POINT SOFTWARE TECHNOLOGIES
Enterprises seeking to eliminate departmental silos and integrate their operations across the front , middle , and back-office can greatly benefit from the assistance of channel partners . These partners possess essential expertise and specialised knowledge in both technology and business processes , which positions them as valuable allies in overcoming the challenges that arise during integration .
One of the primary ways channel partners can assist enterprises is by conducting a thorough assessment of the current state of operations . This assessment identifies existing silos and areas for improvement , which forms the basis for developing a comprehensive integration plan . The integration plan should include timelines , milestones , and metrics to measure progress , ensuring that integration efforts remain on track .
Apart from formulating the integration plan , channel partners possess the technical proficiency to assist enterprises in choosing suitable tools and systems to integrate into their current infrastructure . These experts ensure that the selected technology fulfils the requirements of the business and is in line with its overarching objectives .
Achieving integration also requires changes in business processes and workflows , which can be challenging for employees to adjust to . Channel partners can offer training and support to employees to help them adapt to new ways of working . By doing so , they can help ensure that the integration process runs smoothly , minimising disruptions to daily operations .
Finally , channel partners can monitor and optimise the integration process by identifying areas of inefficiency and developing new processes and workflows to eliminate them . This ongoing support ensures that integration efforts continue to deliver value over the long term .
In summary , channel partners are a valuable asset for enterprises seeking to remove departmental silos and integrate operations . They bring a wealth of experience and knowledge , helping businesses streamline their operations , improve collaboration , and enhance overall efficiency . By working collaboratively with channel partners , enterprises can achieve successful integration , break down silos , and position themselves for success in a rapidly changing business environment .
52 www . intelligenttechchannels . com