Ingram Micro helps partners grow their cybersecurity practices with a list of vetted vendors, subject matter experts and more.

When Guy Baroan is looking to add a particular cybersecurity tool to his portfolio, he no longer needs to review different vendors and browse dozens of tools to find what he’s looking for.

Instead, it heads to Ingram Micro’s Security Line Card, a comprehensive list of cybersecurity tools and vendors that have been vetted by the distributor to make it easy for partners to find the exact product they’re looking for .

“The security card is a lifesaver,” said Baroan, president of Baroan Technologies, based in Elmwood Park, New Jersey. “This streamlines the vendor selection process and ensures we only consider reputable, well-supported solutions. This efficiency is crucial to scaling our operations and providing high-quality service to our customers.

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While solution providers often struggle to find the time and expertise to evaluate new cybersecurity vendors and technologies, Ingram Micro steps in and offers recommendations, making it easier for partners to integrate innovation into cybersecurity in their solutions.

And that’s just one of the ways Irvine, Calif.-based Ingram Micro helps its partners up their cybersecurity game.

The distributor also offers enhanced cybersecurity assessments, expanded access to subject matter experts, and a security practice builder tool to streamline the process for solution providers to establish and grow their cybersecurity practices.

“Our strategy is focused on being an extension of our partners,” said Adam Bellows, executive director and category head of networking and security at Ingram Micro. “Our goal is to increase their capabilities and help them close deals throughout their security journey. This is especially crucial as the number of emerging security vendors and the complexity of threats increase.

A key aspect of Ingram Micro’s strategy is its emphasis on solution-oriented rather than vendor-focused approaches.

“We prioritize understanding the outcomes our partners are trying to achieve for their customers,” Bellows said. “Instead of leading with specific providers, we focus first on practice and customer needs. We then present the suppliers best suited to these requirements.

Ingram Micro’s approach also includes providing expert advice and comprehensive support through its Pro Services team. This ensures that even small businesses with limited resources can effectively deploy and manage advanced cybersecurity solutions.

“Ingram has evolved from a traditional distributor to a cybersecurity partner,” said Robert Bell, director of operations at Integrated Data Technologies, based in Lake Park, Florida. “They have built a robust ecosystem that helps SMBs and MSPs navigate the complexities of cybersecurity. Their ability to provide both cutting-edge tools and expert support makes them an essential ally for any business looking to improve its security.

As the cybersecurity market continues to evolve, Ingram Micro also remains committed to providing solution providers with the tools and expertise needed to protect against emerging threats and help their businesses stay secure.

“The Ingram deals were game-changing for us,” Bell said. “From vulnerability assessments to penetration testing and compliance, we have used their services extensively.

Their tools, such as the Security Practice Builder and various assessment tools, have significantly streamlined our processes.

Chris Ploessel, president of Aliso Viejo, California-based RedNight Consulting, said the Security Line Card has quickly become an invaluable asset for navigating the complex landscape of cybersecurity offerings.

“The most interesting thing we discovered was the Security Line Card,” Ploessel said. “It lists all the basic components needed for a security offering vertically, then the vendors horizontally at the top. This arrangement makes it incredibly easy to identify and compare different solutions.

This tool has proven to be particularly useful for solution providers who need to expand or refine the cybersecurity solutions they offer to their customers.

“We were looking for a privileged access management solution, and the Security Line Card allowed us to quickly see all the vendors offering this service,” said Ploessel. “As we continue to develop our security solutions, having a tool like the Security Line Card is a huge advantage. This streamlines the supplier selection process and ensures we make informed decisions.

Fortinet certifications are essential

Ingram Micro is the first U.S. distributor to be named an Engaged Preferred Services Partner in cybersecurity vendor Fortinet’s Engage Partner program.

This partnership demonstrates Ingram Micro’s commitment to increase and scale its cybersecurity services expertise and support services with greater ease and efficiency. It also confirms its ability to provide specialized and advanced Fortinet security support and services with and for partners.

“Cybersecurity remains a top priority for our MSPs, which is why we are investing heavily in our Cybersecurity Center of Excellence,” said Paul Hager, vice president of services at Ingram Micro.

“We not only help police established vendors, but we also support emerging cybersecurity technologies by facilitating connections between these vendors and members of our community,” he said.

An important part of the offering includes comprehensive security assessments. Ingram Micro acts as a neutral third party and conducts these assessments to establish a cybersecurity baseline for solution providers and their end customers.

“Our certified cybersecurity specialists act as auditors, providing unbiased assessments that help MSPs identify and close gaps,” Hager said. “We prepare MSPs with a read-through of the results so they are not caught off guard by potential issues.”

Ingram Micro also offers a range of resources through its cybersecurity community and affinity groups.

“The collaboration within these groups is incredibly valuable,” Baroan said. “We get insight into services and solutions we might not have considered, and we can compare our offerings to those offered by other MSPs. This knowledge exchange helps us stay competitive and relevant in a rapidly evolving field.

In addition to assessments, Ingram Micro is making progress integrating cybersecurity assurance into its offerings. The distributor recently partnered with Bermuda-based Spectra, a cyber insurance provider that indemnifies the solutions provider already managing the account in the event of a breach.

“This arrangement avoids conflicts of interest and ensures that the existing relationship between the MSP and client is preserved,” Hager said. “Spectra’s model includes performance data, which provides insurers with a clearer picture of the MSP’s cybersecurity practices. »

Robert Bello, vice president of sales at New York-based Bit by Bit, said security assessments are key elements of his security practice.

With certifications from vendors like Sunnyvale, Calif.-based Fortinet, the assessments provide MSPs with a detailed overview of their security posture and are designed to be comprehensive, covering a wide range of security issues and providing actionable recommendations.

“We leveraged security assessments provided by Fortinet, facilitated by Ingram Micro,” Bello said. “These allow us to offer a free two-week security assessment to potential customers, which is significant added value. »

The process involves shipping a firewall unit to the customer, which they then plug in to begin evaluation.

“This is a great way to show our potential customers the depth of our security capabilities and Ingram Micro’s commitment to supporting us,” he said. “This tool not only helps us assess customer needs, but also positions us as a forward-thinking supplier. »

Bit by Bit used this resource to expand its technology stack and involve multiple vendor interactions.

“This opens the door for us to a wider range of services and technologies,” he said. “By showing how Ingram Micro interacts with leading vendors like Cisco (Systems) and Fortinet, we can provide our customers with a comprehensive solution that would otherwise be beyond our capabilities. »

Meeting challenges for partners

Ingram Micro’s cybersecurity offerings and platforms prove to be critical assets for solution providers, helping them navigate the complex threat landscape and deliver superior protection to their customers.

Additionally, as these threats continue to evolve, the distributor’s comprehensive support and innovative tools set a high standard for the industry.

“We don’t just educate our partners,” Bellows said. “We also provide them with direct assistance to help them strengthen their security offerings. This means managing certain professional services tasks and helping partners effectively grow their practices.

“Our goal is to enable our partners to succeed by providing them with the resources, expertise and support they need. By addressing the challenges and opportunities in the cybersecurity market, we help our partners achieve better outcomes for their clients and grow their businesses,” said Bellows.

AI also plays an increasingly central role in cybersecurity and has the potential to improve data processing and threat detection capabilities, leading to faster and more effective responses to cyber threats.

“The world of cybersecurity is constantly evolving and the impact of AI on our industry is profound,” said Bell of Integrated Data Technologies. “What’s exciting is the rapid development of new tools and services, which Ingram has skillfully integrated into its offerings. This evolution is essential to staying ahead of cyber threats and ensuring robust protection for our customers.