2024网络安全的下一个赢家报告——专业服务合作伙伴和MSP_VARS

Cybersecurity's Next Winners: Specialist Service Partners and Managed Service Providers (MSPs)/Value Added Resellers (VARs)

Market Overview

The cybersecurity market is experiencing significant growth and complexity, driven by increasing threats and regulatory demands. Key segments include:

• Large Corporates: These entities have vast digital assets, global operations, and substantial regulatory requirements. They frequently experience multiple cyber incidents, leading to high board-level concern.
• Mid-Market Businesses: These companies have moderate to large digital assets, multinational operations, and growing budgets for cybersecurity. They are increasingly outsourcing services due to limited internal resources.

Growth Areas

• High Complexity: Large corporates and mid-market businesses are the highest growth areas, with a strong need for robust cybersecurity measures.
• Moderate Complexity: Mid-market businesses, particularly, are focusing on integrating cybersecurity into their broader IT strategies.

Key Drivers

• Threat and Regulation: Ongoing growth in cyber threats and regulatory requirements are driving demand.
• Software Landscape: Increasingly complex software environments necessitate specialized support.
• Budget Resilience: Cybersecurity budgets are resilient and non-cyclical, providing stable revenue streams.

Specialist Service Partners

• Domain Expertise: These partners specialize in specific areas like XDR/SOC, Identity Management, etc., offering best-of-breed solutions.
• Track Record: Strong domain expertise and track records with blue-chip clients are critical.
• M&A Potential: Significant M&A opportunities exist, driven by rapid threat growth and increased regulatory demands.

Managed Service Providers (MSPs) and Value Added Resellers (VARs)

• Market Positioning: These providers are well-positioned to drive upsells and provide comprehensive solutions.
• Customer Relationships: They have strong relationships with CTOs and existing ICT systems, enabling seamless integration.
• M&A Opportunities: Significant M&A potential exists, driven by the ability to offer integrated solutions and scale.

Growth Outlook

• Third-Party Providers: These providers are expected to see significant growth, driven by the increasing need for specialized and integrated solutions.
• Mid-Market and Large Corporates: These segments are experiencing rapid adoption growth, making them attractive targets for MSPs and VARs.
• Revenue Quality: Customers in these segments have a greater dependency on partners, leading to higher-quality revenue.

M&A Opportunities

• Fragmentation: The market remains relatively fragmented, offering opportunities for consolidation.
• Geographic and Service Line Expansion: M&A can drive new geographic and service line offerings, enhancing revenue and cost synergies.

Conclusion

While substantial opportunities remain, structural challenges exist, particularly in the MSSP and software categories. Understanding the product and channel dynamics is crucial for success.