Making managed security work for Trend Micro partners
The market for managed security services is on fire. Gartner predicted it grew by nearly 10% year-on-year in 2021, to reach almost $14bn in revenue globally. That’s a huge opportunity for Trend Micro partners primed to take advantage of our SaaS-centric model.
The market for managed security services is on fire. Gartner predicted it grew by nearly 10% year-on-year in 2021, to reach almost $14bn in revenue globally. That’s a huge opportunity for Trend Micro partners primed to take advantage of our SaaS-centric model.
As an Account Manager for Managed Service Provides at Trend Micro, I’m right where the action is, working to drive business via our long-time partner Vodafone, and managing and onboarding new managed service provider (MSP) partners. It’s an exciting time to be involved.
Managed services matter
The Gartner stats tell a compelling story. Across the country and the globe, SMEs are increasingly shifting their focus from VARs towards MSPs. Many larger organisations too. Responding to this evolving market, most security vendors now offer co-managed security tools. As in many areas, Trend Micro was early to the game, and our doubling down on cloud-based deployment has made our technology an even more compelling proposition for the MSP community.
We also sell Trend Micro Worry-Free Business Security Suites through the Vodafone Business Marketplace portal. It makes a lot of sense for end customers to simplify support, procurement and supply chains in this way.
Less is definitely more when assisting Vodafone sellers that are new to cybersecurity. Keeping advice brief, high-level and to the point helps to banish any apprehension they might have. I try to unpack the suite into bite-sized sellable chunks. Who are we? What do we offer? How do the different components – endpoint, web, email, cloud app security, XDR – fit into the suite’s various versions? What questions should sellers be asking to help uncover new opportunities?
The journey continues
It’s been a thrill working alongside such smart, experienced people on my journey with Trend Micro so far. It gives me the confidence that I’m learning from professionals at the top of their game, whilst serving as a handy reminder that there’s always something new to learn.
Adjusting to the new role has demanded new skills. Flexibility and time management are important in a role split between two functions. Creativity is essential to getting the right results so that I find new ways to motivate the Vodafone sales teams to interact and sell Trend Micro. Discipline is also vital to make sure I don’t drown in the noise of it all. It’s been a hugely rewarding time so far, and I look forward to each new challenge coming down the road. Because the MSP market is only just getting started.