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3 Places Channel Partners Can Find Opportunity Amid an Economic Downturn By Florian Malecki, VP, Arcserve

Businesses need to keep up as the world continues to change and evolve. Or, better yet, stay one step ahead. But with economic uncertainty looming on the horizon, it’s understandable that many companies feel hesitant to make significant changes.

Understandable but not sensible. The reality is that standing still is as risky as moving forward. (Ask Blockbuster.) Channel partners must recognise this. To remain competitive in the digital age, they must be willing to adapt to the times and embrace new opportunities, even in the face of uncertainty. They can position themselves for long-term success in an increasingly dynamic market by taking bold steps and embracing change.

To that end, channel partners should offer new services that appeal to even those customers who are concerned about the economic downturn, thus potentially breaking the cycle of decreased spending. Channel partners can add three data protection services to their offerings to attract and retain customers, even during economic uncertainty.

1: Data security

Offering data security solutions is a massive market opportunity for channel partners. With the increasing prevalence of cyber threats and data breaches, businesses of all sizes are looking for ways to protect their sensitive data and ensure that it remains secure. Channel partners offering data security solutions can help companies prevent unauthorised access and protect their data, thereby reducing the risk of a data breach, defending their reputation, and avoiding the high costs of a data breach.

But to sell a product, you have to know the outcome. So channel partners must have a firm grasp of the various data security solutions out there and be able to recommend the best one for each customer. For instance, SMB customers are dealing with massive data growth. Yet they want to spend less time managing their backup and storage infrastructure and more time focused on priorities that will deliver business value, such as deploying new applications.

To help them deal with explosive data growth, channel partners should recommend a cost-effective, scale-out storage solution that will adapt to the needs of their customers. Such a solution will allow SMBs to pay only for what they need. They can start with a single node with a few terabytes of capacity, then seamlessly scale to multiple petabytes with zero configuration or application changes.

Channel partners should choose storage vendors with key security attributes like immutable storage to ensure their customers’ data is secure. Immutability is a type of data storage in which, once data is written, it cannot be modified or deleted. Immutable storage is helpful because it enables organisations to always have access to an intact, current copy of their data. It can be vital in case of a systems outage or cyberattack when accessing the data stored on the affected system may be difficult or impossible.

2: SaaS backup

As the business world shifts toward the cloud and embraces software-as-a-service (SaaS) applications, the need for robust, secure backup solutions grows all the more critical. Sure, cloud providers do their part to safeguard customer data. But ultimately, it’s up to customers to ensure their information is adequately backed up, protected, and recoverable. Why? Because cloud providers can’t control everything. User error, hardware failure, natural disasters, and malicious attacks are all events that can lead to data loss—and they’re all outside the control of cloud providers.

Channel partners that offer SaaS backup services can help businesses protect their critical data and ensure that they can quickly and easily recover the data during an outage or disaster. There are several essential advantages to offering SaaS backup as a channel partner:

  1. It allows you to differentiate your business from competitors by offering customers a unique and valuable service.
  2. It provides a steady and recurring revenue stream, as businesses typically pay a subscription fee for SaaS backup services.
  3. It allows you to build stronger relationships with your customers by helping them address a critical pain point and protect their data.

3: Remote security

The pandemic forced organisations to quickly pivot to remote and hybrid work models; for many, these policies have proven successful. By allowing employees to work from home, companies can safeguard their financial health while keeping their employees happier, more engaged, and more productive. But as more employees work from home, it is increasingly vital for companies to be aware of the security challenges that come with a remote workforce.

When your employees are scattered, your data is fragmented, expanding your vulnerabilities. The challenges are many, from securing remote access to company networks and data to protecting against phishing attacks and malware that target remote workers. And now hybrid work is becoming the new normal. Companies must seek cost-effective solutions to back up and protect data in remote environments effectively. These solutions range from backup services to security protocols that can protect against cyber threats without any need to deploy additional resources or capital.

Channel partners can play a crucial role in helping customers find solutions that ensure their data remains secure. With the right solutions, companies can rest easy, knowing that their data is protected no matter where their employees work.

There are several ways that channel partners can help their customers here. One is offering solutions that enable secure remote access to company networks and data. Another is by providing training and education to employees on how to recognise and avoid phishing attacks and other types of social-engineering threats. It can include regular reminders about the importance of strong passwords and training in identifying and reporting suspicious activity.

In addition to these specific solutions, channel partners can also help their customers develop and implement comprehensive cybersecurity policies and procedures tailored to the unique needs of a hybrid work environment. It can include guidelines for secure remote access and protocols for handling sensitive data and responding to potential threats. By helping their customers implement these measures, channel partners can ensure that their customers’ data remains secure and their employees are protected.

Final takeaway

It’s challenging to navigate uncertain times, but channel partners must continue pushing forward and embracing change. By staying open to new opportunities and adapting to meet the market’s shifting demands, they can position themselves for long-term success and emerge from the current economic climate even stronger.

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