In Partnerships, Trust Matters. In Cybersecurity, Responsibility Counts.
By Christina Decker, Director Strategic Channels Europe, Trend Micro
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Christina Decker, |
Trust is not a coincidence but a principle for success. It becomes visible when partnerships remain strong, even as the environment changes rapidly. That is exactly what I expect from security: not just reacting when threats occur, but anticipating risks, detecting threats before they emerge, and developing strategies for long-term protection.
At Trend Micro, we understand that in an environment shaped by fast-paced technological change, increasingly sophisticated attacks, and complex market demands, proactive action is essential. It matters not only for security itself, but also for maintaining reliable and trusted business relationships with our partners.
Trust does not only apply to IT security, it also defines how we work together. And here, communication plays the key role.
Communication as the Foundation of Trust
Trust does not arise automatically, even in long-term partnerships. Its foundation is active, clear, and continuous communication combined with reliability. From my own experience, I know that strong communication can make all the difference in channel collaboration. When our partners understand our portfolio, services, support, and strategy, they can convey this knowledge more effectively – both within their own organizations and in their customer conversations.
Trust can become a real competitive advantage. Only those who know the full range of their partner’s support options can deliver projects faster and more effectively.
The Service Transformation: From First Steps to a Dedicated SOC
A clear understanding is especially important because our channel partners are at very different stages of their transformation journey. Some already operate mature Security Operations Centers (SOCs) with deep cybersecurity expertise, while others are just beginning to build their managed security capabilities.
We support each partner individually, no matter where they are in transforming their business model:
- Entry: Partners traditionally focused on IT operations start integrating initial security elements into their existing services, often in co-managed approaches.
- Professionalization: Expansion of service features, greater automation, and targeted skill development.
- Advanced: Partners with their own SOC extend their incident response capabilities, consolidate their vendor portfolio, or implement new AI-driven use cases.
What makes this process exciting is that service development is not static, but a continuous joint evolution. Through our Trend Vision One for Service Providers platform, we give partners full visibility into the risks and assets of our shared customers. This transparency allows them to evolve strategically, expand their offerings based on demand, and strengthen their overall security posture.
Transparency is also increasingly required by regulators. Organizations must be able to demonstrate how they identify and manage risks, both within their own business and across their supply chains and partner networks.
Trust is not a rule to be followed; it is the result of shared action. It grows when we show together that risks are understood, assessed, and addressed. Step by step, from risk analysis to new managed services, we co-create secure, market-driven solutions with our partners.
Channel Partners at the Center of Trust
According to Canalys, partners account for 93.8 percent of total security market revenue, underlining their central role in today’s cybersecurity landscape. This position becomes even stronger through smart consulting and strategic collaboration. By helping customers implement cybersecurity solutions, channel partners strengthen customer confidence and position themselves as trusted advisors.
With their close customer relationships and deep expertise, our channel partners deliver tailored solutions that go far beyond standard offerings. They can identify specific security needs and design solutions that match those needs precisely. This requires a deep understanding of the customer environment and the ability to innovate continuously in response to evolving threats.
Trust and Cybersecurity in Practice
A clear example of trust in action is how Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) use Trend Vision One. The platform delivers comprehensive, partner-focused security capabilities that protect customers effectively.
- Managed Endpoint and Server Protection: By deploying agents and applying policy baselines, partners can deliver complete multi-tenant security solutions. Customers gain confidence knowing their systems are continuously monitored and protected.
- Managed Email and Collaboration Security: With Trend Vision One’s email sensors and telemetry, partners can detect and counter threats such as Business Email Compromise (BEC) and phishing campaigns. This strengthens trust by ensuring communication channels remain secure.
- Compliance and Security Posture Management: Using Trend Vision One’s telemetry and reporting, partners can deliver compliance services that meet requirements for PCI, HIPAA, and GDPR. This gives customers confidence that their data and processes are protected and compliant.
Conclusion
In cybersecurity, trust is not just a feeling but a measurable success factor. It grows through proactive action, transparent communication, and the ability to address individual partner needs effectively. Channel partners play a vital role in this process. They are not just solution providers but strategic advisors who guide their customers throughout the entire security journey.
With platforms such as Trend Vision One, trust becomes tangible. It translates into proactive threat detection, compliance assurance, and customized managed services.
Those who combine technological excellence with true partnership do more than create security. They build the foundation for long-term, successful business relationships. Trust is therefore the capital that makes the difference – today more than ever.