With the increasing frequency and sophistication of cyber attacks, organisations of all sizes – from enterprises to SMBs – are recognising that cybersecurity is not just a technical issue, but a fundamental business imperative. Get it wrong, and the impact can be existential. 

Against this backdrop, we are also witnessing a significant shift in how cybersecurity solutions are procured and deployed, thanks to the rise of the cybersecurity platform and the growing prevalence of 'co-opetition' – a blend of cooperation and competition – amongst vendors across the security sector.

Central to this change are technology distributors, IT resellers, managed service providers (MSPs), systems integrators (SI) and other key players in the IT channel, who are facilitating and accelerating transformation and thereby fulfilling an important role in the evolution of cybersecurity. 

The cybersecurity platform revolution

Traditionally, organisations tended to approach cybersecurity through a piecemeal strategy, deploying a myriad of point solutions to address specific threats. While effective in certain scenarios, this approach often resulted in a fragmented security posture, characterised by siloed data, complex management, and substantial operational overhead. Thankfully, the emergence of the comprehensive cybersecurity platform is changing all that.

Definitions differ, but it’s fair to say that a cybersecurity platform integrates multiple, interoperable security functions into a cohesive, unified solution. It offers a holistic view of an organisation's security posture, facilitating seamless data sharing and co-ordination across various security tools. This integration is crucial in an era where cyber threats are increasingly interconnected and multifaceted.

By leveraging a platform approach, organisations can streamline their security operations, enhance threat detection and response capabilities, and reduce total cost of ownership. There is also the opportunity to ensure enhanced protection of data, which more than ever is the prime target of attacks.

Technology distributors and other channel players play a pivotal role in the proliferation of these platforms: they act as vital facilitators and intermediaries, helping organisations navigate the complexities of the cybersecurity market and select solutions that align with their unique needs.

Distributors aggregate and curate a diverse portfolio of cybersecurity products, enabling resellers and other partners to offer tailored, best-of-breed solutions.

Westcon-Comstor’s 3D Lab, for example, allows partners and their customers to test multi-vendor cybersecurity solutions against specific use cases in a dynamic virtual demo environment. This collaborative ecosystem ensures that end-users benefit from cutting-edge technologies and comprehensive support services.

From competition to co-opetition

In parallel with the rise of the platform, the concept of 'co-opetition' is gaining traction across the security sector. In the context of cybersecurity, this means we are seeing vendors placing greater emphasis on meeting the needs of end-users through integrating effectively with products from competitors.

Alliance-building between security vendors isn’t new, but it is becoming more common and is now being driven by a desire to meet customer demand and deliver optimal customer value.

The rationale behind co-opetition is simple: the cybersecurity landscape is too vast and dynamic for any single entity to tackle alone. By pooling resources, expertise, and intelligence, organisations can create more robust and adaptive security solutions. This collaborative approach fosters innovation, accelerates time-to-market, and enhances the overall effectiveness of cybersecurity measures.

A prime example of co-opetition in action is the sharing of threat intelligence. Cyber threats do not discriminate; they target vulnerabilities regardless of the organisation. Recognising this, many cybersecurity vendors and service providers have established threat intelligence sharing partnerships.

By exchanging information about emerging threats, attack vectors, and mitigation strategies, these entities can bolster their collective defences and provide better protection for their customers.

The role of MSSPs and the channel ecosystem

Managed security service providers (MSSPs) are at the forefront of driving cybersecurity transformation. As trusted advisors to their customers, these specialist providers have a deep understanding of their customers' unique security needs and challenges. They leverage this insight to deliver customised, managed cybersecurity services that provide ongoing protection and peace of mind.

MSSPs are instrumental in the adoption of cybersecurity platforms and the implementation of co-opetition strategies. They act as the glue that binds various security solutions and services into a cohesive, manageable framework.

By integrating and orchestrating different security tools, MSSPs help organisations achieve a unified security posture without the complexity of managing multiple point solutions.

Shaping the future

As we look to the future, and with generative AI and quantum technology both set to have a transformative impact, the IT channel will continue to play an important role in shaping the cybersecurity landscape and the way in which solutions are procured and deployed.

The rise of the cybersecurity platform and the rising prevalence of customer-focused co-opetition are just the beginning. To enable end-users to stay ahead of evolving threats, vendors and their channel partners must continue to innovate, collaborate and adapt – sharing expertise and pushing the boundaries of what’s possible.

Daniel Hurel Senior Vice President, Westcon EMEA Cybersecurity & Next-Generation Solutions at Westcon-Comstor