CompTIA’s Security in the IT Channel study examines the practices of channel firms focused on security as a primary line of business.

1. Security
in the IT
Channel
Copyright (c) 2016 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
REMINDER: The complete 23-page Security in the IT Channel report can be
viewed free of charge at CompTIA.org (with simple registration)

2. Transformed
IT
Full
Production
Non-critical
Use
Experiment
Technology Adoption Progression
Education
Proof of
concept
Transition
Integration
Policy/
Procedure
Provider
switching
Workflow
change
Customizatio
n
Source: CompTIA

3. 39,920
48,947 58,456
109,819
10,000
30,000
50,000
70,000
90,000
110,000
130,000
2012 2013 2014 2015
Information Security Analysts
Total Number of Job Postings – Year over Year
Source: Burning Glass Technologies Labor Insights, January 2016
175% increase from 2012 to 2015.

4. Channel Firms View Security Portfolios as Robust
Security Products
Currently
Offer
Plan to
Offer
Standard firewall 69% 25%
Email antivirus 68% 27%
Server antivirus 66% 26%
Disk/File encryption 63% 30%
Desktop antivirus 63% 27%
Host-based firewall 62% 33%
SIEM 61% 31%
IPS/IDS 60% 32%
IAM 59% 35%
Email encryption 59% 34%
Advanced firewall + UTM 58% 34%
DLP 57% 33%
Security Services
Currently
Offer
Plan to
Offer
Risk management 67% 27%
Backup/BCDR 62% 31%
Mobile security 61% 30%
Compliance management 61% 31%
Corporate policy help 61% 31%
Security education 61% 33%
Security audits 59% 32%
Cloud security 58% 35%
Network policies admin 57% 36%
Source: CompTIA’s Security in the IT Channel study | Base: 400 U.S. IT channel firms

5. Channel Firms Primarily Rely on Vendor Reputation
When Selling Security
11%
32%
57%
12%
43%
46%
10%
28%
61%
Value of added services
Combination of vendor reputation
and added services
Vendor reputation
Large
Medium
Small
Source: CompTIA’s Security in the IT Channel study | Base: 400 U.S. IT channel firms

6. 40%
35%
34%
39%
32%
37%
34%
37%
31%
39%
41%
41%
43%
33%
28%
33%
35%
36%
26%
29%
25%
29%
27%
25%
18%
24%
25%
26%
22%
28%
22%
27%
28%
29%
21%
19%
Standard firewall
Host-based firewall
Advanced firewall + UTM
Email antivirus
Desktop antivirus
Server antivirus
DLP
Disk/File encryption
Email encryption
SIEM
IPS/IDS
IAM
Hosted by Channel Firm Installed at Customer SaaS Model
Source: CompTIA’s Security in the IT Channel study | Base: 400 U.S. IT channel firms
Cloud Security Options Not Heavily Utilized

7. 54%
30%
16%
Views on Current Skill Gaps
54%
29%
17%
62%
27%
11%
Small
(1-19 employees)
Medium
(20-49 employees)
Large
(50+ employees)
No skill gaps Minor skill gaps Moderate/major gaps
Source: CompTIA’s Security in the IT Channel study | Base: 400 U.S. IT channel firms

8. Different Paths to Closing Skill Gaps
40%
55%
85%
60%
66%
67%
30%
52%
52%
Hiring
Partnering
Training
Large
Medium
Small
Source: CompTIA’s Security in the IT Channel study | Base: 125 U.S. IT channel firms with security skill gaps

9. Talking Points in Opening Security Discussions
Source: CompTIA’s Security in the IT Channel study | Base: 337 U.S. IT channel firms where customers initiate security discussion;
343 U.S. IT channel firms that initiate security discussion
When Customer Initiates
• 68% Change in IT operations
• 51% News of major breach
• 50% Change in management
• 45% Internal breach
• 32% Breach within peers
• 32% New knowledge
When Security Firm Initiates
• 64% Change in IT operations
• 59% New knowledge
• 54% News of major breach
• 46% New threats
• 43% Breach within peers
• 26% Cost of breaches

10. Business Units Involved in Security Discussions
22%
27%
29%
51%
62%
Marketing
Sales
Finance
CEO
IT
Source: CompTIA’s Security in the IT Channel study | Base: 400 U.S. IT channel firms

11. Thank You
Copyright (c) 2016 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
REMINDER: The complete 23-page Security in the IT Channel report can be
viewed free of charge at CompTIA.org (with simple registration)