Special report: Enabling MSP partners

Tarek Kuzbari, recently appointed regional director at Bitdefender highlights how the company is continuing to invest in its partners and expanding opportunities for them by unveiling a new partner program

Bitdefender, Special Report, MSP, Partenr program, Channel partners, Managed security services

Several years ago, security vendors were providing remote security capabilities to enterprise customers that were looking to outsource security. This has completely transformed today with almost no resemblance to earlier years. The Managed Security Services Providers (MSSP) today are much more stable and can be considered as a strategic partner for organisations.

Monitoring customers’ infrastructure, in real time, against threats to improve security posture, was the main driver for MSSP services. Due to the increase of threats sophistication, the advanced capabilities are now in more demand. Main players in this market are the telecommunications providers, enterprise pure play providers and boutique pure play providers.

According to IDC, the Managed Security Services (MSS) market in the Middle East, Africa & Turkey (META) market will cross US$900M by 2022, growing at CAGR of 20.6%. However, the demand for advanced Managed Security services will continue to rise and is fueled by cybersecurity skills shortage, growing need for compliance, increased cost of acquiring, managing and maintaining ever evolving security products and practices and scalability.

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Best practices for success

Selecting an MSSP provider is as critical as finding the right employees for the business ― the provider needs to understand the customer business model, needs, capabilities, etc. MSSPs should have the ability to support clients in terms of technology, management, adaptability and compliance.

Although most MSSPs have impressive security operations centers (SOCs), highly capable teams and advance technologies, customers need to do their due diligence with MSSP providers to fully understand their capabilities and risks, before making a decision on the right partner.

The new program consolidates Bitdefender’s growth strategy, accelerates development of partner growth and skills capabilities, and expands partner access to Bitdefender’s industry-leading MSP solutions

So in brief, the decision will be based on trust, experience, cost, SLA, technology, compliance, stability and brand.

Bitdefender Partner Program’s unique approach enables business partners to reach high profits, receive account protection, and access lead generation campaigns, all based on selling unique and top ranked products, together with effective support and tools.

Bitdefender consistently ranks first in major independent tests for demonstrating the best protection against cyber-threats with the fewest false positives and smallest performance impact on protected systems.

Cloud Security for MSP includes all essential security layers but also Anti-exploit, Advanced Tunable Machine Learning, Sandbox and EDR, managed from a single console. MSPs can manage protection for all customers from a single cloud hosted console with dynamic monthly billing.

They can automate tasks and streamline management using the API integrations with major RMM/PSA platforms. MSPs can speed up billing, lead gen and sales effort leveraging this central point of access to valuable tools and resources, including to the marketing self-service platform.

The expanded channel portfolio will scale rapidly and enable both Bitdefender and its partners to excel. The Bitdefender PAN already delivers real, demonstrable bottom-line value, along with clear differentiation for partners that invest in Bitdefender as their vendor of choice

“Our partners can benefit from aggregated tiered pricing at MSP level that reduces cost per endpoint for the MSPs managing IT services for a high number of SMB organisations. We provide free of charge comprehensive endpoint security solution licenses which MSPs can deploy to protect their own infrastructure,” stated Tarek Kuzbari, regional director – Middle East, Bitdefender.

Revamped MSP partner program

Bitdefender is launching its revamped Managed Services Provider (MSP) Program. This new partnership structure will offer MSPs, who are increasingly being asked to consult on cybersecurity matters, a competitive advantage through access to market-leading technology, and opportunities to develop their business through the extension of services, while simplifying operational aspects.

The Bitdefender MSP Program offers well-structured incentives, opportunities for increased profitability, and accelerated return on investment. The Program will be added to the company’s existing Partner Advantage Network Program (PAN), Reselling Channel Program and subsequently the Integrated Channel Program – together forming part of the company’s consolidated global growth strategy.

The Bitdefender MSP features multi-level architecture, which will give MSPs varying levels of access to marketing development funds, dedicated operational and business support and access to Bitdefender’s expert team of technical account managers.

The Bronze partners represent the entry level into the MSP Program benefiting from tier-based pricing, usage breakdown visibility per customer, Level 2 Support and NFR license keys for internal use.

Starting with the Silver level, partners’ benefits are higher, including access to Marketing Development Resources, dedicated Partner Success Manager and Partner Locator listing.

Gold partners are the most rewarded by the Bitdefender MSP Program, as they reach the highest benefits including a dedicated Technical Account Manager and potential entry to the Partner Advisory Board and Reference Program.

New opportunities

We have revamped our MSS partner program to address the need in the market and create more opportunities for them. “We have our own marketing development funds (MDF) dedicated to our MSSP that they can tap into to develop their MSS business. We also conduct joint events with our distributors to recruit MSSP partners. Several of these events are done with our MSSP partner to target new potential clients,” explained Kuzbari.

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