IT Channel Firms See Growth Opportunities in Security Services, New CompTIA Research Reveals

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Apr 02, 2015, 09:30 ET

DOWNERS GROVE, Ill., April 2, 2015 /PRNewswire-USNewswire/ -- Information technology (IT) channel companies see opportunities for business growth with customers who are more aware of and concerned about their security readiness, according to new research released today by CompTIA, the IT industry association.

But the Trends in Information Security study also suggests that channel firms will have to up their games to keep pace with a security landscape that's changing quickly and becoming more complex.

"Some channel companies will need to change sales structures, re-train staff or bring on new hires," said Seth Robinson, senior director, technology analysis, CompTIA. "Others will have to educate themselves on how all the pieces of a complete security solution fit together to provide customers with the best services."

The CompTIA survey of nearly 300 U.S. based IT companies finds that nearly two-thirds (63 percent) expect their revenue from security services to grow over the next 12 months. One in five companies anticipates "significant" growth.

Nearly three of four companies say they currently have security services as part of the portfolio, with most firms offering security as a part of other solutions, rather than as a standalone product or service.

The products and services offered by channel firms are very much in line with the way customers have approached security. Network security, business continuity and email security are all foundation pieces of channel companies' security offerings.

"Data protection is also widely offered, but there are many flavors of data protection and the services currently offered may not be as comprehensive as possible," Robinson noted. He added that there is strong potential for channel companies to expand in other areas, as well.

"Compliance management, risk management, cloud security, identity and access management, mobile security and security information and event management could all easily become components in a new security baseline," he said.

Becoming a managed security services provider or security expert is not necessarily the end game for every channel company. Some may choose to limit their security services. Others may seek out security specialists as partners.

"At the very least channel firms need to have a strong, thorough understanding of the security landscape so they understand how their security elements fit into the bigger security puzzle," Robinson said. "There are ample opportunities to take a proactive approach to security discussions with customers and highlight areas where clients might be exposed."

Data for CompTIA's Trends in Information Security study is derived in part from an October 2014 online survey of channel executives and professionals at 291 IT companies based in the U.S. The complete report is available to CompTIA Premier Members and Registered Users at http://www.comptia.org/resources/trends-in-information-security-study.

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SOURCE CompTIA