Overcoming Transition Challenges

Vendors should realize that there are fundamental challenges for interested solution providers in switching over from the traditional security model to a security-as-a-service model. Bowman noted that vendors should be prepared to assist their partners in the transition.

"From the partner perspective, we've learned that managed service providers building from the group up or transitioning from the traditional VAR to a managed services based reseller comes with fundamental challenges," said Bowman.