When Customers’ Security Requirements Outgrow Your Comfort Zone
- Threat Assessment Capabilities: Your customers are trying to determine where there are weaknesses in their network defenses that may cause compliance headaches in the event of a security incident. This can be overwhelming, especially if your customer is contending with more than one regulation. When working with a partner that offers cyber threat assessments, you can analyze where there are weaknesses in security infrastructure and cross-reference that information with what is required by applicable regulating bodies. Fortinet partners are able to run threat assessments using our Next-Generation Firewall. From there, the report offers actionable recommendations and deployment flexibility that allow you to best fit solutions to your customers’ needs, solidifying you as a trusted adviser.
- Training and Certifications: Another way to continue to offer guidance as customer requirements become more complicated is to expand your knowledge base. Look for a partner that offers you the ability to regularly learn and improve your skillset with courses and certifications.
Fortinet offers an eight-level certification course called the Network Security Experts (NSE) Academy. NSE training ensures that you and your team have the expertise and first-hand experience needed to navigate complex security environments. Building these skillsets will ensure you can fully leverage Fortinet offerings to meet the individualized needs of your customers’ security requirements.
- Support and Services: As your customers update their infrastructure and prioritize compliance as threats become more sophisticated, their needs will likely move beyond their capabilities and, possibly, your level of expertise. This is where it is important to work with partners who can offer support with a range of services. These services can cover a variety of modern security needs, from threat intelligence to cloud security, web filtering and more.
At Fortinet, we offer a host of Security Services through our FortiGuard Labs team. You can then offer subscription services to customers that will address their growing needs. For example, customers can take advantage of the Threat Intelligence Service to ensure tools are constantly updated with information on the latest threat trends. This will reduce the chance of being caught off guard by new strains of malware and zero-day threats. Additionally, customers can leverage FortiCASB as they move from legacy infrastructure to the cloud to ensure that security and compliance controls extend to these new environments.
Final Thoughts
Your customers are increasingly looking to you, their VARs and MSSPs, for support and guidance as they undergo digital transformation and enhance defenses to meet compliance standards. However, keeping pace with the level of support they require can be a challenge. This is why it is essential to partner with an organization that enables you to offer consistent support for security in-depth, through services, certifications, individualized recommendations and simplified visibility.
This guest blog is part of a Channel Futures sponsorship.
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