Channel predictions: Opportunities in AI, hybrid cloud, edge and security

Some of the great and the good in the industry have shared their predictions for what they expect in 2020

No one really knows how this year will unfold, but it’s fair to say that most of the trends of 2019 – digital transformation, consolidation and an increased movement towards artificial intelligence (AI) – will continue. To get a sense of what some of those operating in the channel expect, MicroScope pooled together some of the predictions for the 12 months ahead.

Veeam

Cloud data management firm Veeam enjoyed channel growth in 2019 with the launch of its “with Veeam” programme and the addition of hybrid cloud partners coming on board. The vendor predicts more opportunities for partners thanks to the ongoing needs of customers.

“Organisations of all kinds are considering cloud services. This is no surprise as the efficiency, scalability and cost savings can be extremely compelling,” says Alex Walsh, manager of channels UK and Ireland at Veeam.

“Yet it’s one thing for customers to be aware, but another thing to have an understanding of what solution is the best fit for them. We’re focused on helping our customers understand the need to make sure their cloud data management strategy can handle all parts of the deployment they might be using. It’s only then that the cost benefits of moving to the cloud can be fully experienced.

“In 2020, our priority will remain to make sure channel partners feel fully empowered by Veeam technologies – building their understanding of the platform’s wider business impact and benefit. We want to help our partners to understand the wider business challenges we can support, whether it’s protection from ransomware, quickly restoring critical services, or complying with GDPR [General Data Protection Regulation].

“We’re keen to build the understanding among partners of where they fit in this story and the pivotal role they’re playing in speaking to the market. It’s something that we’re trying to push even more with our alliance partners, and 2020 will no doubt see substantial growth with those,” says Walsh.

“We’re also keen to build deeper relationships with our existing partner base because there’s huge mutual benefit in working closely with them throughout the sales process. As a 100% channel company, our partners are indispensable as we take our technology to market and demonstrate the benefits.

“We’re in a world where being always-on is the name of the game. Customers are choosing services based on speed and flexibility. IT strategy is now a source of competitive advantage. We’re very excited about helping even more of our channel partners make it a reality for customers in the next year.”

NTT

Telecommunications company NTT has pulled together the insights gathered across NTT Communications, Dimension Data and NTT Security in its Future disrupted: 2020 technology trends research. The main expectations are that there will be more blending between the physical and digital worlds, an increase in smart buildings, and AI will underpin attempts to build trust through digital interactions.

“The industry has been talking about different technologies, including cloud, data, AI and security, in different siloes,” says Ettienne Reinecke, NTT’s chief technology officer (CTO). “But 2020 is the year that will change – we’ll see complete end-to-end computing come to the fore, bringing to life fully intelligent environments that are completely connected and will have a big impact on the world we live in.

“Technology is already changing quickly, but this is the slowest pace of change we’ll ever see. We’ve never had so much powerful technology at our disposal – technology we can use to answer questions and solve problems in our societies, businesses and communities. There is a huge opportunity to use any and every tool out there to support innovation in every field and truly transform our world for the better.”

Veritas

Data management player Veritas warns that ransomware is likely to be a major problem, with public sector, healthcare providers and manufacturers being the main targets. The advice is for resellers to take note of the changing approach and protect those customers that find themselves in the firing line and underline the need for a backup plan.

“Until recently, ransomware attackers took a scattergun approach to their crimes,” says Simon Jelley, vice-president of product management at Veritas. “The Ryuk attacks and 2017’s WannaCry typified an approach that focused on large attack volumes designed to net enough victims to make the effort worthwhile. Now we’re about to see attackers get more selective and focus on those industries where they can get the highest return on investment,” says Jelley.

“The public sector, healthcare and manufacturing industries are all emerging as some of the most likely targets. It’s not necessarily because these sectors have a traditionally soft security posture or are particularly cash-rich, it’s because they rely so heavily on mission-critical information for their day-to-day operations.

“Cyber criminals know that if their attacks halt essential services, organisations will have less time to make a decision and will be more willing to pay the ransom. The stakes of a successful attack are much higher, so the chances of a victim paying up are much greater.

“As attackers grow more selective over their targets, organisations in healthcare, manufacturing and the public sector need to be aware that the threats they are facing from savvy ransomware criminals will only get more severe.

“To keep pace and prepare for a worst-case scenario, it is imperative to improve visibility over all data assets and leverage greater automation to ensure data is backed up and recoverable across a rapidly expanding number of locations and IT environments,” he adds.

Nominet

Security is the most quoted area where firms expect to see investment and activity in the year ahead, but those providing services in that area cannot treat it as business as usual, according to analyst Nominet.

“In 2019, we saw a number of digital transformation projects not fully meeting expectations,” says Dave Polton, vice-president of solutions digital transformation at Nominet. “This year, I expect to see small but significant changes in the way businesses approach digitisation projects, particularly with regards to security, and the channel will be pivotal in this transition.

“Businesses must be able to bring together solutions which can individually represent marginal gains for the business, but collectively have a significant impact on both the bottom line and risk mitigation. Partners will be leading this shift from big, arguably unachievable projects to smaller, results-driven projects to deliver digital transformation.”

Okta

The year ahead is set to see more movement by the established channel towards a managed services model, according to identity management firm Okta. It also believes the skills gap that has dogged the tech sector for years shows no sign of disappearing.

“In the year ahead, the channel will experience an increase in the demand and requirement for MSPs [managed service providers] across all types of software, including SaaS [software as a service],” says Nick Miles, director of regional alliances at Okta. “Driving this trend is the shortage of IT professionals, especially in the cyber security sector, which is really being felt by customers. MSPs are being sought as the solution to fill this void.” – Read more

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