Ingram Micro is helping 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 has to vet different vendors and navigate through dozens of tools to find what he’s looking for.

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

“The Security Line Card is a lifesaver,” said Baroan, president of Elmwood Park, N.J.-based Baroan Technologies. “It streamlines the vendor selection process and ensures we’re only considering reputable, well-supported solutions. This efficiency is crucial for scaling our operations and delivering high-quality service to our clients.”

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

And that’s just one way Irvine, Calif.-based Ingram Micro is helping partners up their cybersecurity game.

The distributor also offers enhanced cybersecurity assessments, expanded access to subject matter experts and a Security Practice Builder to streamline the process for solution providers to establish and grow their cybersecurity practices.

“Our strategy is centered around being an extension of our partners,” said Adam Bellows, executive director and category leader of networking and security at Ingram Micro. “We aim to augment 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 grow.”

One key aspect of Ingram Micro’s strategy is its focus on solution-oriented rather than vendor-driven approaches.

“We prioritize understanding the outcomes our partners are trying to achieve for their customers,” Bellows said. “Instead of leading with specific vendors, we first focus on the practice and the customers’ needs. We then introduce the vendors that are the best fit for those requirements.”

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

“Ingram has transformed from a traditional distributor to a partner in cybersecurity,” said Robert Bell, director of operations at Lake Park, Fla.-based Integrated Data Technologies. “They’ve built a robust ecosystem that supports SMBs and MSPs in navigating the complexities of cybersecurity. Their ability to provide both cutting-edge tools and expert assistance makes them a critical ally for any business looking to enhance their security posture.”

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

“Ingram’s offerings have been instrumental for us,” Bell said. “From vulnerability assessments to penetration testing and compliance, we’ve utilized their services extensively.

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

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

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

This tool has been particularly useful for solution providers that need to expand or refine the cybersecurity solutions they deliver to customers.

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

Fortinet Certifications Are Key

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

The partnership signals Ingram Micro’s commitment to augmenting and scaling its cybersecurity services expertise and support services with greater ease and efficiency. It also confirms its ability to deliver 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 heavily investing in our Cybersecurity Center of Excellence” said Paul Hager, vice president of services for Ingram Micro.

“We’re not just helping with vetting established vendors but also supporting emerging cybersecurity technologies by facilitating connections between these vendors and our community members,” he said.

A significant part of the offering includes comprehensive security assessments. Ingram Micro acts as a neutral third party, conducting 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 address gaps,” Hager said. “We prepare MSPs with a pre-read of the results so they are not caught off-guard by potential issues.”

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

“The collaboration within these groups is incredibly valuable,” Baroan said. “We gain insight into services and solutions we might not have considered, and we can benchmark our offerings against what other MSPs are providing. This exchange of knowledge helps us stay competitive and relevant in a rapidly evolving field.”

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

“This arrangement avoids conflicts of interest and ensures that the MSP’s existing relationship with the 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 have been key elements of his security practice.

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

“We’ve been leveraging security assessments provided through Fortinet, which Ingram Micro facilitates,” said Bello. “These allow us to offer a free, two-week security assessment to potential clients, which is a significant value-add.”

The process involves shipping a firewall unit to the customer, which it then plugs in to begin the assessment.

“It’s a great way to show prospective clients the depth of our security capabilities and the commitment of Ingram Micro to support us,” he said. “This tool not only helps in assessing client needs but also positions us as a forward-thinking provider.”

Bit by Bit has used this resource to expand its technology stack and bring in multiple vendor interactions.

“It opens doors for us to offer a broader 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 clients with a comprehensive solution that might otherwise be beyond our capabilities.”

Addressing Challenges For Partners

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

In addition, as these threats continue to evolve, the distributor’s comprehensive support and innovative tools are setting a high standard for the industry.

“We’re not just educating our partners,” Bellows said. “We’re also providing direct assistance to help them ramp up their security offerings. This means handling some of the professional services tasks and helping partners grow their practices effectively.

“Our goal is to empower 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 drive better outcomes for their customers and grow their business,” Bellows said.

AI also plays an increasingly pivotal role in cybersecurity and has the potential to enhance data processing and threat detection capabilities, leading to faster and more effective responses to cyberthreats.

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