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Six things you should consider before selecting a security partner

Donny Chong, Nexusguard Product Director, Asia-Pacific | April 14, 2016
Nexusguard's Donny Chong provides advice on choosing a suitable security partner.

This vendor-written piece has been edited by Executive Networks Media to eliminate product promotion, but readers should note it will likely favour the submitter's approach.

With security threats constantly evolving, many organisations are putting their trust in a security partner, but there are six things they need to know before putting pen to paper.

There are no certainties in the current security landscape. The threats businesses face evolve every day and instantly ramp up and down without a second's notice. For example, in the fourth quarter of 2015, monitored and recorded DDoS attacks seemed about normal.

There were a few thousand DDoS hits each day, targeting different websites around the Web. Then, in an instant, that number shot through the roof to more than 30,000 instances of DDoS attacks.

Additionally, the complexity of cyberattacks have made many organisations realise the advantages of outsourcing their IT security to expert partners. The reality of modern Web security and DDoS mitigation is that no one can ever know exactly what's going to happen.

So, when it's time to evaluate and select a cybersecurity partner, you need to know as much as you can about the company. Here are six things you need to know before putting pen to paper on any agreement with a cybersecurity partner.

The upfront costs and onboarding process
When you integrate a new partner into your solution portfolio, there is one group of people who can't notice any issues - your customers. When you integrate a new offering, there can't be any snags for your customers.

If they need to spend more to offset your costs or to license different software or solutions, they aren't going to be happy. Pricing adjustments are part of business relationships, but they can't be so significant or so sudden that customers are forced to spend a great deal more than they anticipated.

In enterprise IT, change is just part of the game. However, integrating one new vendor can't result in so many adjustments that customers get confused or fail to find value in the relationship.

The revenue-sharing model
If you enter a channel partnership, it will come with revenue sharing - it's what makes the channel work. When you enter into an agreement, you need to ensure there's significant opportunity for both parties to benefit financially. Great solutions will bring in the customers and guarantee everyone gets paid. New partners must be willing to agree to a reasonable service model.

They're getting major value from your sales and marketing efforts and in return should offer a strong model for revenue.

Customer service reputation
Downtime, outages and latency issues are the kinds of things that come with DDoS attacks. And as your customers will tell you, they simply can't afford to be offline. In some companies, there's a bit more wiggle room, but the goal is always zero downtime.


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