INTRODUCTION

Untangle provides network security solutions through its channel partners to small and medium businesses (SMBs) all over the world, protecting the networks of more than 40,000 organizations. Untangle surveyed more than 100 channel partners to understand the state of IT and cybersecurity trends the channel is currently seeing, as well as their predictions for 2019. The data we’ve compiled on these trends and predictions include cloud adoption, barriers the channel and their customers face, breaches, revenue, and emerging threats.

Scott Devens

“Channel partners are essential in getting proper security solutions into the hands of SMBs, so it’s crucial that we understand their customers and barriers to adoption.”

Scott Devens

Chief Executive Officer at Untangle

KEY FINDINGS

Limited solutions knowledge and budget constraints are the top barriers the channel currently faces in deploying cybersecurity solutions to SMB.

The channel is ready to move to cloud services, for better security and performance, but their clients struggle with lack of budget, trust and understanding.

Ransomware, data breaches, phishing and security exploits are the top threats the channel believes they will face in 2019.

Malware, ransomware and phishing were the top attack vectors that clients faced in 2018.

CURRENT CHANNEL IT TRENDS

Over 65% of the channel partners surveyed buy cybersecurity solutions directly from a vendor, in comparison to purchasing through an IT distributor or online through e-commerce sites. This highlights the importance of maintaining and building vendor trust to create successful, long-lasting relationships. Over 62% of channel partners surveyed identify budget constraints as a top barrier in cybersecurity, followed closely by limited solutions knowledge (56%) and lack of manpower (38%). Channel partners and SMBs share similar IT challenges: both have limited budgets and staff.

62%

of channel partners identify budget constraints as a top barrier in cybersecurity

56%

of channel partners identify lack of manpower as a top barrier in cybersecurity

WHAT BARRIERS DO YOU THINK THE CHANNEL
EXPERIENCES IN THE CYBERSECURITY MARKET?

A majority of respondents provide a variety of services and solutions for clients looking to outsource their IT needs. These services can range from data backups and cloud solutions to managed IT services and phone/system support. So it’s no great surprise that over 77% of respondents state that cybersecurity is less than 30% of their overall business. Currently, 83% of respondents offer managed services to their clients, with 6% actively considering to add this service in 2019, reflecting the broader channel trend of VARs moving towards adding recurring revenue through an MSP model.

CLOUD ADOPTION & CYBERATTACKS

Over 57% of channel partners agree or strongly agree that moving their data and network traffic to the cloud will provide better security. However, price (35%), lack of trust (31%) and lack of knowledge (27%) are the top barriers the channel experiences when their clients begin or consider adopting cloud security solutions.

Those channel partners that stated their customers were victims of cyberattacks revealed that malware/virus (83%), phishing (77%), and ransomware (75%) were the top types of attacks. As expected, clients reported ransomware (26%) and malware/virus attacks (42%) to their channel partners after a breach occurred. Surprisingly, 43% of clients reported phishing attacks before the breach occurred. This indicates that clients are becoming better at identifying cyberattacks and taking proactive steps to educating employees and reporting attempts before they can cause damage.

IN 2018, WHAT TYPES OF CYBERATTACKS
WERE YOUR CUSTOMERS VICTIMS OF?

2019 CYBERSECURITY PREDICTIONS

99% of channel partners indicated that cybersecurity as an overall part of their business will increase or stay the same in 2019, while 80% believe that their cybersecurity revenue will increase in 2019. This is in line with Gartner’s prediction that spending on information security products and services will increase 8.7% to $124 billion in 2019.1

When asked about the largest threats the channel expects to encounter in 2019, ransomware (80%), data breaches (55%), phishing (52%) and security exploits (51%) were the top ranked choices. BYOD, cryptojacking and rogue insiders were also concerns, but ranked considerably lower.

TOP CYBERSECURITY PRODUCTS
IN CHANNEL PARTNER PORTFOLIOS

96%

firewall
/ UTM

89%

web
filtering

86%

endpoint
security

Over 85% of respondents have high or medium confidence that their web filtering, endpoint security, and firewall/UTM solutions will protect their clients from data breaches in 2019. This is in stark comparison to other solutions offered, such as DDoS mitigation, identity and access management, as well as risk & compliance management, which all scored less than 70% in high or medium confidence.

A majority of channel partners already have foundational cybersecurity products in their portfolios, like firewall/UTM (96%), web filtering (89%), endpoint security (86%), remote monitoring and management (73%), intrusion detection and prevention (71%) and data loss prevention (57%), that provide them with a variety of solutions to fit the needs of their clients. The channel is moving towards adding more and more security solutions to their portfolios, often as a way to address the ever-evolving threat landscape and provide a layered approach to cybersecurity.

WHAT CYBERSECURITY THREATS DO YOU BELIEVE
WILL BE THE BIGGEST THREAT THE CHANNEL
WILL EXPERIENCE IN 2019?

BUILDING VENDOR RELATIONSHIPS

Channel partners play a key role in providing network security solutions to SMBs with limited resources and budget. With cyberattacks expected to increase in 2019, the channel must stay ahead of emerging threats by providing effective network security solutions that are affordable and easy to manage. When considering vendors to partner with, researching and testing out solutions is key to finding the right one for your business.

UNTANGLE PARTNER PROGRAM

The Untangle Partner Program provides resellers, managed service providers, and distributors access to sell our award-winning products that lead the industry in ease-of-use for both partners and end users. Unique deployment options provide our partners with many choices based on their clients’ budgets.

Known industry-wide for its ease-of-use and comprehensive reporting, NG Firewall is the number one choice of small-to-medium businesses and distributed organizations. NG Firewall is seamlessly integrated with Untangle’s cloud services, including ScoutIQ™ threat intelligence and Command Center centralized management. Command Center lets partners manage their deployments with ease and convenience from any browser without requiring any on-premise footprint.

JOIN THE UNTANGLE PARTNER PROGRAM TODAY!

ABOUT UNTANGLE

Untangle is an innovator in cybersecurity for the below-­enterprise market, safeguarding people’s digital lives at home, work and on-­the-­go. Untangle’s integrated suite of software and appliances provides enterprise-­grade capabilities and consumer-­oriented simplicity, bringing a new generation of smart security to homes and small-­to-­mid-­sized businesses. Untangle’s award-­winning network security solutions are trusted by over 400,000 customers, protecting nearly 5 million people, their computers and networks around the world.

UNTANGLE NG FIREWALL

Untangle provides simple and affordable network security specifically for SMB. Our flagship product, NG Firewall, provides unified threat management capabilities integrated with robust policy management tools that enable IT administrators to monitor, manage and control their networks while also providing protection from evolving threats.

COMMAND CENTER

Untangle Command Center gives you visibility into all of your NG Firewall deployments and the ability to access them remotely from a single login and central management view. Zero touch provisioning makes it easy to deploy appliances without physical access. Configure and push policy templates, create global alerts, view real-time information on hosts, and initiate an endpoint security scan.