David Ellis, Vice President, Security and Mobility Solutions – Europe at Tech Data explains the new European Digital Cybersecurity Practice Builder programme and why it is a big deal for Tech Data’s European partners.
Tech Data has recently launched its European Digital Cybersecurity Practice Builder programme. Personally, I’m hugely excited about this because the benefits it will bring to our customers and the huge difference it will make.
At Tech Data, our brand promise is to connect you with the power of technology. There are many ways we do this, but one way is through training and enablement. Anyone who has spent any time in the technology industry knows you need to keep evolving. The end customers we all ultimately serve have rapidly changing needs and requirements. Technology is being used to create better and better business outcomes as the world gradually becomes more and more digital. And thus, technology is evolving at a rapid pace to meet these demands. IT providers who don’t evolve their own business models risk falling behind or worse still, becoming irrelevant to the customers they serve.
There are incredible next generation technologies that are shaping how we live and work. IT providers are needing to build up competencies around cloud, IoT, analytics, machine learning and of course cybersecurity. When it comes to cybersecurity, it as an important catalyst for all the other next generation technologies. If you can't make an IT solution secure, it makes the solution largely irrelevant. The fact is, laws and regulations are starting to catch up and are forcing organisations to take better care of the data in their possession. On the flipside, cyber criminals are becoming increasingly more sophisticated and well-resourced. According to the Ponemon Institute’s ‘Cost of a Data Breach’ study, the average total cost of a data breach in 2019 was $3.92 million. Organisations often underestimate the nasty underhand tactics cyber criminals use once they’ve breached the organisation’s defences. This is why it costs so much more to recover from a breach, than it does to prevent a breach in the first place. Businesses who are complacent around cybersecurity are in fact being reckless about their long-term future. Thus, it's a constant cycle where organisations are optimising their cybersecurity posture in order to minimise the risk of cyber breaches.
These same organisations are looking more and more to their IT providers to take on a trusted adviser role and to help them optimise their cybersecurity posture. They are doing this because cybersecurity can be challenging if you don't have the right resources, framework, bandwidth and scale. The cybersecurity market is characteristically known for being fragmented. There are thousands of different technology vendors and products, each designed to help an organisation improve a particular aspect of its cybersecurity posture. Understanding what products to use, where to use them and how to implement them effectively requires detailed knowledge of the cybersecurity market. This can require organisations to spend months and months researching the best products, solutions and services to combat all the main cybersecurity threats. Also, cybersecurity threats are constantly evolving, not to mention they are becoming harder to detect. This means you really need people who are proper cybersecurity experts with the right technical skills and certifications. However, it is reported the cybersecurity unemployment rate is 0%, which means there’s a huge skills shortage. These same challenges can also become barriers for IT providers looking to move into new next generation technologies.
Tech Data’s Digital Cyber Security Practice Builder programme lowers the barriers to entry
Practice Builder is a Tech Data methodology and process that empowers you to rapidly and affordably build a solutions practice. It provides you with a step-by-step path to overcome the common barriers to developing a solution specialised practice, such as time and cost constraints and the need for specialised knowledge in areas such as cybersecurity, cloud, analytics and the internet of things (IoT).
The Digital Security Practice Builder is an outgrowth of Tech Data’s Practice Builder methodology. Designed for business leaders, it is and online programme that can be completed from the comfort of your home or office. The programme will help you think about the type of customers you want to serve, the threats you want to protect them against. You’ll also get to think about people, tools, processes and how you optimise your sales and marketing efforts ensuring you maximise profitability. The programme is not intended to explain how to technically address all the cyber threats an organisation might face. Threats and the cyber tools themselves are constantly evolving. Also, there are technical certification courses and materials that are designed to help technical cybersecurity experts protect an organisation’s IT platforms, applications and devices.
The digital enablement programme is free of charge to Tech Data’s customers in Europe and is a three-step process. Step one is to take an assessment to understand your organisation’s capability level, gain a better understanding of the business and identify areas for growth and improvement. Step two is undertaking the various cybersecurity modules including strategy development, training and enablement, marketing services and sales execution. There is also a dedicated module in the programme for Managed Service Providers (MSPs). All-in-all, there’s about 30 to 40 hours of content, including some really great papers that I would highly recommend reading. Step three guides partners through relevant vendor-specific enablement. The digital enablement process is supported by Tech Data’s in-country cybersecurity experts to enable partners to build a business plan. Our local experts can conduct additional workshops and help rationalise go-to-market plans, financial models, not to mention helping with strategy, differentiation and value proposition creation. Plus, they can help you select the vendors, services and eco-system partners to work with.
We hope you find the programme insightful. It is important to stress; Tech Data is there to support you on your transformation journey. There will no doubt be challenges in developing your own cybersecurity services, however Tech Data has many ways of lowering barriers to entry and de-risking business transformation. We encourage you to reach out to your Tech Data contact to discuss in more depth how to access the technologies you need to deliver cybersecurity solutions and services. Our promise is to connect you with the power of technology.