Resellers, in a broader sense of the term, need to implement a detection and response cycle in tackling cybersecurity to accommodate customers shifting beyond perimeter-type protection, according to security consultancy, Datacom TSS.
The company’s managing director and founder, Richard Byfield, said signature-based detection, blacklisting and the like have been unable to maintain pace with advancements in threats which evolve rapidly to defeats those prevention techniques.
Datacom TSS said its go-to-market is based on a holistic approach; the company shares FireEye’s mantra of “people, processes, and technology.”
Datacom TSS is a channel partner of FireEye. It uses FireEye’s technology “which is more behavioural [and] means customers get a lot more reliable information to allow them to determine where to invest their response effort.”
“Typically, the one-size-fits-all, cookie-cutter approach of the year passed has not adequately addressed threats,” Byfield said.
As a consultancy, he said Datacom TSS’ objective is to understand a customer’s requirements, the threats it is likely to face, its in-house technical capabilities, procedures, governance frameworks and strategy to ensure all areas are addressed in an implementable and affordable manner.
“Datacom TSS does a great job in enabling people inside customers’ to help interpret threat intelligence and then define processes, policies, and architecture to speed up time to respond to incidents,” FireEye Australia and New Zealand (A/NZ) channel head, Chris Barton, said.
And while Barton advocates the relevance of partners with alternative business models, he emphasises Datacom TSS position as customers’ trusted advisor.
“Different partners have different strategies and are working to a model that best suits their capability,” Barton said.
Read more: 2014 ARN ICT Industry Awards: Nominations now open
“Rather than forcing partners to transform their business, we will identify where we want to engage then go to market together.”
“Traditional resell is still an important component about what we do, but the initial focus is that consulting piece; being that trusted advisor and getting a seat at the table to join the conversation to guide an organisation to mitigate risk.”
