Weston extends appeal of Westcon Next Generation Solutions with new go-to-market strategy
WestconComstor is confident of attracting new resellers and boosting sales for existing ones, following the launch of an EMEA go-to-market strategy for the Westcon Next Generation Solutions (NGS) business unit.
Established last September, Westcon NGS provides channel partners with expertise and resources relating to ‘born in the cloud’ vendors like Certes Networks, Netskope, Ping Identity, Titus, Menlo Security, Vectra, Skybox Security, Firemon, Sumo Logic and Cyberreason.
Antony Byford, Managing Director of Westcon UK & Ireland, told Technology Reseller that Westcon had set up Westcon NGS to help cybersecurity partners find out about and exploit opportunities in new, fast growing technologies that he believes will generate the lion’s share of future growth.
“Since 2017, the security market has grown by just under $50 billion globally. That growth has come from the usual legacy vendors across all technology areas, from endpoint to core, to perimeter, to cloud. Over the next three years, the market is forecast to grow by another $64 billion to just under $250 billion, but that growth is not going to mirror the last three years; it is going to come from net new vendors, with net new technologies because people’s needs in 2023 won’t be the same as they were six years previously,” he said.
There will still be big demand for traditional firewall or anti-virus products, but the technologies enjoying greatest growth will be things like Endpoint Detection and Response (EDR), projected to more than double in value from $1 billion to $2.2 billion over the next couple of years; Managed SOCs, forecast to grow to $40 billion at a CAGR of more than 30% – three times that of the overall security market; and SASE.
These technologies, according to Byford, are all about recurring revenue streams – “cloud native subscription technologies, where it is not just about deploying a solution and going back three years later to sell a renewal or an upgrade, but constant recurring revenue”.
“Because there are so many new technologies and new brands and new needs in the marketplace, it is a minefield for the channel to understand: where do they start: what do they do; what’s their investment plan; how do they find opportunities; who do they talk to. We have built the NGS team to help partners understand the needs of the marketplace and where the revenue opportunities are and to enable, educate and even provide leads.”
He adds that a big opportunity right now is in combating the surge in phishing attacks that according to some estimates will be the trigger for 90% of all breaches.
“Businesses are training staff in how to identify a phishing attack and how to respond to one i.e. not clicking on that, not doing this, not doing that. But businesses need to take more responsibility than that. They need to look at technology first and then supplement that with training to make individuals fully aware of the risks. Some of the technologies we have in NGS support that.”
In July, Westcon expanded the capabilities of NGS with a new EMEA Go-To-Market initiative designed to help Westcon partners address a broad array of security challenges using NGS technologies on their own or in conjunction with Westcon’s existing vendor portfolio, including Infoblox, Palo Alto, F5, Trend Micro, Check Point, Pulse Secure, Symantec, NetScout.
To illustrate the potential for up-selling and cross-selling other Westcon solutions, Westcon has created a 16-square grid with the four NGS solution pillars on the horizontal axis (Zero Trust Access, IoT/OT Security, Next Generation SOC and Secure Cloud/DevOps) and Westcon’s four key technology areas on the vertical axis (network, infrastructure, identity, applications & data).
“Across that grid of 16 boxes, we cover 33 different areas, because within each box there might be one, two or possibly three areas of technology,” Byford explained. “Someone like Palo Alto Networks will cover 6 or 7 different boxes, but it won’t cover all of them. Bringing in these other technologies supplements what they are doing and helps sell that solution because we can cover the gaps.
“The whole premise of what we are trying to do is to offer solutions, not just technology. The security landscape is about ecosystems; it is not just about covering an endpoint or covering the core or covering cloud; there are other parts of security people need to consider that they may not have thought about before.”
Channel partners themselves don’t have the resources or time to research new vendors that might fill this gap, which is where Westcon’s seven-strong NGS team comes in. It has done the legwork and the due diligence to identify around 10 best-of-breed vendors that have good potential for growth or alliances with existing vendors.
“We’ll work with a vendor, we’ll assess how good they are, what the analysts are saying, where the growth will come from. We’ll do temp checks with trusted partners and then we’ll go live with them.”
Byford says that the NGS EMEA go-to-market strategy has been well received by existing cybersecurity partners and he is confident that it will also generate interest amongst Westcon’s UC and networking partners, who are increasingly having security conversations with customers, as well as channel organisations that are new to Westcon’s books.
“I absolutely expect us to bring new faces to the business that we haven’t spoken to before as the market starts to see this go-to-market come alive,” he said.