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Techaisle Blog

Insightful research, flexible data, and deep analysis by a global SMB IT Market Research and Industry Analyst organization dedicated to tracking the Future of SMBs and Channels.

Balancing cloud threats and security measures challenging European SMBs and Midmarket firms

Techaisle’s Europe SMB and Midmarket security adoption trends survey shows that both small businesses and midmarket firms recognize that cloud poses a risk to their data: “cloud usage/services put us at a higher risk of a data breach” is the security-related statement that resonates most with small businesses, and it is one of the top three issues identified by midmarket respondents. However, 24% believe that they are better prepared than most to address cloud security issues. “Our security budget is sufficient to meet our needs” is the most commonly-advanced statement on IT security by small businesses but 52% of midmarket firms believe that their "budget is not sufficient to meet their security needs". Only 8% of European small businesses have formal security protocols in place to respond to a security incident as compared to 32% of midmarket firms.

There is no denying the threats that IT security frameworks address are becoming both more pernicious and a greater threat to the success of IT-dependent businesses – which is to say, nearly all businesses. Survey data also shows that in Europe, 52% of small businesses and 62% of midmarket firms experienced one or more security incidents in the last one year.

At least within the European SMBs and midmarket firms there seems to be adequate awareness of the quantity, variety and severity of threat sources but the unpreparedness is in part due to weak reporting of breaches when they occur, with only events too big to hide becoming the subjects of public discussion. Tougher disclosure legislation will make SMBs more aware of the extent of IT security issues – which in turn will likely boost investment in security solutions and reduce the number of respondents expressing comfort with their current state of readiness.

Despite the dichotomy of potential of security threats and overconfidence, SMBs are concerned about their threat landscape, both at the PC-level as well as with cloud.

Data clearly shows that small businesses and midmarket firms have very different perceptions of cyber-security risks, security approach and attitude, cloud and end-point security concerns and most effective security solutions to protect cloud data.

A review of cloud security threats and mitigation options available to European SMBs illustrates the fact that while cloud brings unique challenges, the measures used to address the expanded threat profile are consistent with those that would represent good practice in any infrastructure context. 37% of SMB survey respondents are concerned with data exposure during transfers to remote locations, 35% are concerned with the potential for cloud-based accounts to be hijacked, and 28% are worried about unauthorized access to or breaches of data repositories in the cloud, insecure interfaces used to access cloud-based systems, the potential for insiders within a cloud service provider to exfiltrate information, and denial of service (DDoS) attacks – all of which represent cloud-specific threats.

SMBs have very strong perception and understanding of technologies and practices that are considered most effective at protecting data in the cloud and addressing their cloud security concerns. These include data and network encryption, intrusion detection and prevention (IDP), the setting and enforcement of security policies, the creation of data boundaries that separate different information sets, use of access control technologies, and unified threat management. Unlike the threats, though, that are specific to cloud/hybrid IT infrastructure, these approaches do not arise uniquely from use of cloud: they can and should be applied within environments that are not cloud based as well. Any business that relies on a network and supports mobile users (necessitating access control) would do well to implement all of these measures.

Techaisle believes that there are different take-aways for suppliers focused on small and midmarket customers. In small business, there is a need to educate buyers about the gaps that exist between current preparedness and risks, and between small business readiness and the approaches that are common within larger organizations: small businesses need to understand where and how to invest in a wider range of security solutions, especially with respect to covering threats associated with mobility and cloud. There is also a need to respond to price-performance pressures.

Clearly, security itself is a complex solution area, and the marketing challenges faced by suppliers – which need to articulate solutions in terms that are appropriate to small and midmarket businesses, to BDMs and ITDMs, and via sources and channels that are relevant to the evaluation and purchase process – are complex in their own right. Security permeates all aspects of IT service delivery – and as a result, success in navigating the solution and marketing needs offers great upside for successful suppliers.

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Channel and Vendors must shift from turnkey to ecosystem collaborative solutions by 2020

The core changes in the demands on different areas of the channel business are critical and challenging, but they can be seen as more effect than cause. In all aspects of channel business, long-held business tenets are being replaced by an emerging reality that has been ushered in by the move to cloud and amplified by many other trends – changes in buyers and buyer behavior, as well as management and process changes, and evolutions in service/technology delivery – that are reshaping how technology is acquired and used, and how suppliers need to act to meet buyer requirements.

NEXT channel

Techaisle has identified twelve areas where channel partners must abandon ingrained behaviors and move to new approaches that will enable NEXT (Networked, Engaged, Extended, Transformed) channel businesses.

Partner-to-partner relationships are important to cloud business success

There are seven imperatives that impact all areas of channel business operations, there are two imperatives that relate to internal management/process items, two that impact service/technology delivery, two that affect go-to-market and customer relationship management, and one – the shift from ‘turnkey solutions’ to ‘ecosystem collaborative solutions’ – that touches on all three areas. Let us discuss this last imperative.

Solution packaging isn’t a ‘religious issue’, it’s a ‘customer choice issue’ – and customers are clearly choosing to move from turnkey systems to hybrid environments that can be aligned with their evolving needs; this will also require an accelerated frequency of partner-to-partner collaboration (not opportunistically but strategically).

techaisle channel partner ecosystem collaboration new

The chart above illustrates an important feature of this migration: it increases both the scope of projects that the channel partner can engage in and the profitability of those engagements. As the chart demonstrates, 65% of channel firms that consider themselves to be “very successful” in selling cloud report that they frequently collaborate with other channel partners; firms that struggle with cloud success are much less likely to proactively work with peer channel firms.

Drilling into the data from 2014 to 2018, we find that the opportunistic collaboration has increased by 69%. There are many sporadic efforts but no single vendor is formalizing and enabling this P2P collaboration.

What is the new Turnkey solution:

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Key technology trends shaping US SMB IT security adoption, use and management

Techaisle’s 2019 US SMB and Midmarket security adoption trends research investigated 17 different types of IT security solutions. These can be positioned as belonging to one of four broad categories:

  1. Protection of data entering the corporate environment
  2. Protection of the mobile environment, including the following
  3. Traffic inspection and management
  4. Protection of data that is being used within the corporate environment

Analysis of data showing current and planned use of these technologies helps illustrate how security environments are changing, and differences in security approaches between small and midmarket businesses.

The wall and drawbridge: protection against threats entering the corporate environment

The technologies included in the “protection of data entering the corporate environment” category are those that correspond to the castle walls-and-drawbridge analogy used at the beginning of this document. They are broadly used by both small and midmarket firms, with 100% of users in both groups reporting that they have anti-spam/email security and anti-malware/virus/spyware products deployed today. Web/content filtering is also commonly employed within both small businesses and midmarket organizations, with current usage levels at 54% in small business (with another 18% planning to deploy these products) and 62% in the midmarket (with an additional 18% planning to begin use). Firewalls and VPNs are commonly used to secure midmarket traffic – 100% of midmarket respondents report use of firewalls, and 52% are using VPNs, with another 25% planning to begin use of VPNs in the near term – but are not as prevalent in the small business environment, where just 18% of respondents report current use of firewalls, and VPNs are not found in the data.

Extending to the edge: protection of mobile environments

Mobility poses an enormous challenge to the traditional security approach: it isn’t possible to rely on a heavily-guarded drawbridge if there are dozens (or hundreds or thousands, depending on business size) of moving gates that each poke through the wall of the keep. Technologies intended to protect physical devices (mobile security), the data resident on or accessed through those devices (DLP) and the ability of the devices to access corporate resources (MDM/MAM) have developed to help security professionals intercept threats before they reach the perimeter of the enterprise network. Survey data shows, use of these technologies by SMBs is still primarily in the planning stage, though there are examples of current deployments addressing mobile threats. Three-quarters of midmarket firms report current use of DLP, and over 50% have already deployed some form of mobile security. Plans for new deployments of these technologies in both small and midmarket businesses are substantial, with 21%-31% reporting near-term usage intentions. Midmarket businesses are also interested in exploring endpoint forensics – the use of device data to identify anomalous patterns indicating an infection or breach – but this is still years from becoming a mainstream SMB security approach.

Inspecting and managing traffic

Many organizations are coming around to the conclusion that security breaches are more a matter of ‘when’ than ‘if’, and are dedicating resources to identifying and addressing vulnerabilities or intrusions. Four of the technologies/tactics covered by the Techaisle research address this requirement. Breach detection systems – systems that focus on malicious activity within the network – are the most commonly deployed technologies in this area, used by just 6% of small businesses and 69% of midmarket firms. IPS/IDS – a category that combines technologies that attempt to prevent network intrusions and those that monitor and report on attempted incursions into the network – are currently used by half of midmarket firms, with 29% of small businesses and 30% of midmarket organizations planning future deployments. Security information and event management (SIEM) systems, which collect and analyze information from other security technologies deployed by the enterprise, are used by 47% of midmarket firms and in the near-term plans of an additional 28%. And 23% of small businesses and 27% of midmarket firms are planning to engage suppliers to perform penetration testing – ‘ethical hacks’ used to probe networks for vulnerabilities.

Protecting information in use within the corporate environment

The fourth category of security solutions is dedicated to protecting assets within the corporate environment – the data, applications and physical environments used to produce IT-enabled outcomes.
The date demonstrates that at this point, small businesses are not adopting the technologies used to secure information in use, but that midmarket firms are investing in this level of defense. Over half of midmarket businesses surveyed are currently using both security products that protect virtual environments and data encryption, which secures ‘data at rest’ against hackers who penetrate other defenses. Additionally, 26% of midmarket organizations are planning to deploy user behavior analytics, which highlight potential exposures due to employee negligence or malfeasance.

In today’s SMB market, it is critical for vendors to build detailed understanding of the small and midmarket segments, and to align resources and strategies with requirements as SMBs move from initial experimentation with sophisticated solutions towards mass-market adoption.

In this report, Techaisle analyzes 1,245 survey responses to provide the insight needed to build and execute on IT security strategies for the small and midmarket customer segments. Techaisle’s deep understanding of SMB IT and business requirements enables vendors to understand the ‘why’ and ‘when’ of solution adoption, current and planned approaches to solution use, the benefits that drive user investments, and key issues in aligning with buyers and building and intercepting demand.

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Workforce enablement - driving IT benefit throughout the organization

IT provides the tools to support greater efficiency and market engagement. What are the best ways to help the workforce to capture these benefits, and be more productive? The workspace isn’t defined by windows and walls and common area couches. For millions of SMB and midmarket employees, the “workspace” isn’t a physical location – it’s a virtual space defined by access from multiple screens which are used from multiple locations. This is especially true of mobile workers, a category which is increasingly indistinguishable from “workers.” Techaisle data shows that 72% of SMB employees are mobile, 87% of SMB employees use mobile devices to access corporate information.

Workforce enablement

Techaisle global survey found that improving workforce productivity is the second most important midmarket business objective for 2019 and among the top five objectives of small businesses. Data shows that for 42% of SMBs’ improving employee productivity is a priority and 43% of SMBs are using digitalization initiatives for employee empowerment.

There are many factors involved in driving productivity, including management approaches, processes and practices, and collaboration/synergy across activities and functions. But technology is a key contributor to productivity – directly, and through its ability to positively affect processes and internal coordination.

Techaisle research shows that these benefits don’t accrue to all SMBs equally: SMBs that are advanced in their approach to IT (“Enterprise IT”) are about twice as likely to achieve the productivity-enabled benefits than lowest-performing firms, and 30% more likely to realize productivity benefits than the average SMB.

The statistics quoted above show that IT is seen as a source of productivity-enhancing capabilities – meaning, in some way, that IT has ‘permission’ from the business to help drive higher levels of workforce performance. However, improved performance requires a strategy, and in technology matters, this strategy should be driven by IT management. It is important that the IT function be responsive to business requirements, deploying requested technology and delivering user training. There is another role, though, that IT management can and should play: focusing on technologies that are proven to contribute to workforce enablement, deploying these technologies within the organization and working with business staff to ensure that the benefits inherent in the technologies are recognized and captured. This advances the IT function from simply responding to requests to providing leadership in enabling the SMB and midmarket workforce.

Techaisle’s research has identified a number of solutions that are seen as driving productivity within SMBs and midmarket firms – approaches that IT managers can and should explore as they seek ways to connect the potential of IT to demonstrable increases in productivity. Three of these solutions - unified workspace, collaboration, and mobility, are especially important in a technology-dependent economy, and each contributes meaningfully to enabling the workforce.

Unified workspace

‘Distributed,’ ‘remote,’ ‘mobile’ – these are the realities of today’s workforce. In many economies, roughly half of workers are remote for at least some part of the work week.

Increasingly, SMBs and midmarket firms are using technology to provide cohesion within the workforce. Unified workspace solutions, which (in Techaisle’s definition) “provides secure anytime, anywhere, any device access from any web browser with single sign-on and password management for all public and private applications, services and file sources used to run the business” help SMBs to organize workers into connected groups. Techaisle research has found that over 75% of firms deploy unified workspace to support the needs of multilocation and full-time remote or travelling workers. These systems also help IT to deliver on key goals of data protection and mobility enablement. Businesses that have adopted unified workspace technology believe strongly that it contributes to productivity by providing a single workspace from which employees can accomplish majority of their daily work, delivering better access to applications and resources.

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