Breakout Viewpoint: Unlocking New Revenue with Security   

There were a few underlying themes that pulled through all of our security breakout sessions, none more prevalent than the fact that global events continue to complicate the threat landscape. Year after year, cyber-attacks continue to make headlines, and 2023 has been no exception. 

Organizations require reliable protection, whether internal or external threats cause it. Yet so many need to pay more attention to the need for security solutions, or they inaccurately believe their outdated solutions will protect them. This adds up to a significant amount of vulnerability and a $136B 2027 TAM for physical and cybersecurity solutions, creating a fertile field for you to grow your security business. 

The enthusiasm for this opportunity was evident in the standing-room-only crowds that showed up for this year’s security breakout sessions at Channel Connect. 

While all the sessions triggered a healthy conversation, three highlights stood out most to us. 

Ransomware 

Ransomware remains the primary concern expressed by most businesses today. Consider the fact that 95 percent of companies hit by ransomware or account takeovers had more than five security tools in place when the attack took place. This tells us that IT security leaders need to know if their tools are actually working. 

The question is not if a business will be the target of an attack but when. As the attackers become more sophisticated, businesses need to evaluate their security posture and assess the maturity of their security programs. Often, attacks will include not just encryption of data but also the exfiltration of the data. This results in a ransom demand for the decryption key and the threat of releasing critical company data to the public. 

Attendees were encouraged to organize their market opportunity in five related yet distinct buckets: 

  1. Identify 
  2. Protect 
  3. Detect 
  4. Respond 
  5. Recover 

Resist the urge to use fear-mongering as your discussion starter. Instead, focus on how security solutions solve their biggest problems. Sixty percent of cybersecurity sales end without a decision being made. Focus on the information and the intended outcomes to keep your pursuits on track. 

The Human Element 

The human factor remains the weakest link in the cybersecurity defense effort. 

Many of the security conversations at Channel Connect linked back to the MGM hack. This will likely be the costliest cyber-attack ever when all the accounting of lost revenue and legal action is done. Yet social engineering targeting the MGM helpdesk provided the bad actors with the path to ultimately shut down all IT functions across all MGM properties for nearly ten days. 

The key insight is that not all security gaps are equal or look the same. Your customers need a comprehensive audit that includes operational, finance, compliance, and technical gaps.  

When it comes to people, security is everyone’s responsibility. From staff training to cybersecurity awareness, you are coaching your customers about this critical audience.

The Artificial Intelligence Era is Here 

AI conversations were everywhere at Channel Connect, and the security breakouts were no exception. 

Security has been leveraging AI and machine learning for many years. These technologies power many managed detection and response (“MDR”) and other cyber tools that support security operations in many businesses. These tools will continue to advance cybersecurity applications’ capabilities, specifically in data correlation and shortened incident response times. 

However, the bad actors also leverage AI to create more sophisticated attacks. AI functionality is being incorporated into malware. AI generates more authentic phishing schemes by harvesting information from the public Internet and the dark web, then using natural language models to create more authentic phishing messages in high volume. Next-generation email protection and end-point protection products can provide a layer of defense, and security awareness training can shore up the “human” defense element.  

Want to learn more? Check out the assets below.  

Continued Learning   

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Ken Mills

President

Ken Mills serves as President of Intelisys and is committed to driving growth for Intelisys and our partners. As a distinguished technology executive with over two decades of experience, Ken has previously held leadership roles at EPIC iO, Dell Technologies and Cisco, and served as a fellow with the U.S. Department of State. His strategic mindset has been an integral part of launching innovative products and solutions in the fields of AI, IoT, and 5G. Ken is driven by his curiosity and passion for groundbreaking technology and complex problems, and constantly explores new frontiers in the world of technology.

Monica Lutes

Manager, People & Culture, ScanSource, Inc. and Intelisys

As Manager, People & Culture, Monica has worked closely with Intelisys employees and leaders since 2018 and has worked with ScanSource companies since 2016. A Human Resources professional with 11 years of experience encompassing all areas of HR, especially employee relations, recruiting, compliance, and training, Monica approaches her role as Manager, People & Culture from a consultative perspective. Her goal is to provide advice and guidance to leaders so they can focus on growing the best teams for the business while also supporting employees’ goals.

Ansley Hoke

SVP Marketing, ScanSource, Inc. and Intelisys

Ansley Hoke is the Senior Vice President of Marketing at ScanSource, Inc., a role she has held since 2019, and extended her leadership to include Intelisys in 2023. She joined the company in 2001, serving in merchandising leadership roles for ScanSource POS and Barcode, including acting Vice President of Merchandising and then later VP of Merchandising for ScanSource Catalyst and overall VP of ScanSource Catalyst. She oversaw sales, supplier relations, and services. Known for her pivotal role in creating effective marketing strategies, Ansley has been integral in driving demand, enhancing partner programs, and significantly contributing to the company’s revenue growth and channel relationships.

Mike Baur

CEO of ScanSource, Inc. and Interim President of Intelisys

Mike Baur serves as Chairman and Chief Executive Officer at ScanSource. Mike has served as the Company’s President or CEO since its inception, as a director since December 1995, and as Chairman of the Board since February 2019. Mike has developed a deep institutional knowledge and perspective regarding ScanSource’s strengths, challenges and opportunities. He has more than 30 years of experience in the IT industry, having served in various leadership and senior management roles in the technology and distribution industries before joining ScanSource. Mike brings strong leadership, entrepreneurial, business building and development skills and experience to the Board.

Stephanie Bouras

Regional Vice President, Southeast

Driven by a partner-first philosophy and a passion for innovation, Bouras embodies a leadership style that’s both compassionate and data-driven. As the Regional Vice President, Southeast, at Intelisys, she’s leveraged her extensive marketing and sales experience to propel her team to new heights. A firm believer in aligning herself with her partners, she sees herself as a collaborator and an integral part of their business. This perspective has allowed her to forge deep connections and drive success. A Florida native, Stephanie’s attention to detail and unwavering commitment to her partners have been key factors in her success.

Michael Raspanti

Regional Vice President, Northeast

Michael joined Intelisys in June of 2020, as a long-time channel veteran. He is responsible for leading the Northeast Region, helping continue the tremendous momentum in one of our strongest markets while also recruiting new up and coming partners that will be the growth engine of our future success.

Kristy Thomas

Vice President, Partner Experience and Enablement

Thomas is responsible for Sales Partner enablement and education for all our technology segments, including CX, managed security, mobility, and connectivity. With over 20 years of executive background in telephony, UCaaS, CCaaS and Cloud services, Kristy enables her customers to think broader and deeper as she guides them through their decision journey. Some of the biggest deals in the channel have become a reality thanks to the expertise and humble excellence Kristy brings to her client’s projects.