We Don’t Just Respond to Change, We Shape It Together
By Christina Decker, Director Strategic Channels Europe, Trend Micro
Save to Folio
|
Christina Decker, |
“We don’t just want to react, we want to shape the future. That’s what makes the difference.”
This statement has accompanied me through many conversations with our partners. It perfectly captures what drives us at Trend Micro: moving forward together, not waiting for change to happen but helping to shape it. For us, the key to sustainable success lies in strong, collaborative alliances with companies that we support throughout their entire service journey. That is why we rely on our partners, because only through joint action can true impact and long-term innovation be achieved.
Regulatory Requirements as a Driver of Change
Anyone who views the channel purely as a sales route misses the bigger picture. The channel shows its greatest strength when partners help their customers master complex challenges. We rely on partners because they are close to their customers and can develop practical, relevant solutions on equal footing.
These challenges increasingly include regulatory frameworks such as the General Data Protection Regulation (GDPR), the Network and Information Security Directive (NIS2), the Digital Operational Resilience Act (DORA), and the Payment Card Industry Data Security Standard (PCI DSS). These regulations are reshaping compliance and require deeper insights into supply chains and partner relationships.
Organizations must not only understand their own risks but also those that arise through third parties. This demands comprehensive analysis and a clear understanding of the entire value chain. Here, our focus on partners becomes even more important. They are the key to implementing these complex requirements together with customers and building trust across the supply chain.
It is therefore essential for companies to act proactively, not only reacting to threats but continuously reviewing and adjusting their security strategies to minimize future risks. Small and mid-sized businesses (SMBs) in particular face the challenge of meeting these requirements with limited resources. This is precisely where our partners make a difference. They enable SMBs to access expertise, technology, and consulting that would otherwise be out of reach. The channel thus becomes a strategic lever. Partners who not only provide tools but also explain context, derive concrete actions, and ensure sustainable implementation become indispensable guides.
From Reseller to Strategic Security Advisor
Managed Security Services are a key growth area. According to a recent Canalys study, 92 percent of partners consider managed security to be relevant to their business, and 95 percent expect growth, with two-thirds of them even expecting strong growth.
This makes one thing clear: the transformation from reseller to Managed Service Provider (MSP), or even to a full-fledged security provider, is already a reality. The journey toward becoming an MSP does not have to happen all at once. It can evolve step by step. We support our partners throughout this transformation with technology, consulting, services, and clear development paths. By taking an active role in this process, partners are not only transforming their own business but also shaping the security culture of their customers.
There are different stages of maturity along this journey:
- Outsourced Services: The partner resells services such as Managed Detection and Response (MDR), which are delivered by the vendor.
- Co-Managed Services: The partner begins to take over parts of the service themselves, with vendor and partner sharing responsibility and operations.
- Partner-Managed Services: At the highest level, the partner delivers all services independently, from Managed Detection and Response for endpoints to a fully managed Security Operations Center (SOC).
The Platform as a Foundation
The prerequisite for such successful development is a central, holistic platform that consolidates security functions, correlates data sources, and enables multi-tenant management. Our Trend Vision One for Service Providers platform provides:
- Complete visibility across all customer environments
- Automated data analysis and AI-driven threat detection
- High integration capabilities with other vendors to protect existing investments
This allows partners with limited in-house resources to deliver high-quality, scalable, and efficient security services. That is exactly why we invest in our partners. Our platform gives them the tools to unlock their full potential.
Cyber Risk Management as an Ideal Starting Point
A fast and effective entry point is the establishment of Cyber Risk Exposure Management (CREM). This approach is quick to implement, requires neither a full SOC nor deep prior experience, and provides customers with immediate value through a clear, easy-to-understand overview of their risk exposure.
In practice, the partner automatically analyzes internal and external security data. AI-driven evaluations calculate a risk score, which is displayed in a traffic light system. At a glance, customers can see whether they have strong baseline security with only minor gaps, medium risks caused by outdated systems or unprotected cloud resources, or critical threats that require immediate action. Abstract risks become tangible, serving as a solid foundation for consulting discussions and service expansion.
Since the model is modular, additional services can easily be added, from advanced monitoring to a full SOC or specialized forensic services. Cyber risk management is therefore much more than a diagnostic tool. It is the gateway to a collaborative security strategy that delivers sustainable value for all parties and drives joint growth.
Conclusion
The role of the channel has changed from selling individual products to becoming a strategic partner that manages business risk and shapes security. Partners who take this path gain a double advantage. They increase their own business value and become indispensable to their customers.
That is why our partners play such a crucial role at Trend Micro. Together, we act as a driving force, a connector, and a co-creator of a secure digital future.
With a scalable platform, clear development paths, and services like CREM, partners can grow step by step to become fully equipped MSSPs.
“For the channel, by the channel” means giving our partners the tools, technologies, and knowledge they need not just to react but to shape the future. And that is exactly what makes the difference.