More than half (59%) of IT security resellers in the UK think distributors are not doing enough to support them, according to a report by security distributor Alpha Generation Distribution.
Only one third of resellers questioned think the distributors they work with are trustworthy and value building genuine relationships with their partners; just 22% think they focus on long-term proactive security; and only 10% say distributors truly understand end-user needs.
When resellers were asked what the biggest IT security concerns are for end-users, data or intellectual property loss via a hack came frst (89%), followed by ransomware (86%), malware (67%), phishing (56%) and Distributed Denial-of-Service attacks (42%).
Chris Walsh, Sales Director at Alpha Generation, said: “Our findings confirm the need for security distributors to think like a reseller, and that means better understanding end-user challenges and finding the right products and services to match. This is critical if we as an industry are to keep up with the ongoing battle against cyber attackers.”
He added that a strong channel relationship includes helping partners find complementary technologies and providing enhanced marketing support and on-going training in new technologies.