Magazine Article | July 1, 2019

Security: Bake It In

By Matt Pillar, chief editor

My conversations with IT services and vendor execs and independent channel business gurus have been lopsided of late. Everyone wants to talk about IT security in any manner of its forms. Lead the sale with security or lose it to the competition, say some. Ditch the managed services or VAR personas altogether and redefine yourself as a security provider, managed or otherwise, say others.

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