When Juniper Networks recently launched a range of new network infrastructure and security solutions (Sept. 29, No. 7), ChannelE2E openly wondered if MSPs and VARs could jump in for recurring revenue opportunities and managed security services. Juniper, in response, says its vSRX virtual firewall and Sky Advanced Threat Protection Prevention cloud service offer at least two opportunities for MSPs.
First, MSPs can offer managed branch office managed security services and campus services – especially since vSRX can be deployed as a vCPE or uCPE solution, the company asserts.
“Since vCPE virtualizes the branch in the cloud, MSPs can resell Juniper’s Sky Advanced Threat Prevention (ATP) cloud service to protect their customers from zero-day and unknown threats. This provides a great opportunity for MSPs to enhance their customers’ level of protection, while also increasing the MSPs recurring revenue stream,” a Juniper spokesperson asserted to ChannelE2E.
Second, Juniper partners can offer managed colocation and hosting services. “Currently, many traditional managed colocation providers, hosting providers and MSPs leverage physical security appliances dedicated to each customer/tenant,” a Juniper spokesperson added. “The time and cost to deploy physical appliances is very high and our vSRX product can replace 1000s of physical appliances, which will also drastically reduce the MSPs opex that they would be spending to manage such a large number of physical devices.”
Generally speaking, I think MSPs and VARs have spent too much time focused on traditional endpoint security services. The shift is on to offer complete, end-to-end security -- especially as businesses attempt to gather, manage, optimize, monetize and protect more data streams.
And the managed security services conversation isn't limited to IT giants (Juniper, Cisco Systems, etc.) or established MSP-centric software companies. We're also seeing a range of IT security startups moving into the managed and cloud services markets. Among the latest examples: Relyenz, which is backed by CharTec and appears to be working on a range of security-related distribution deals for MSPs.
Among the other areas to watch: Keep an eye on Amazon re: Invent 2015 and IT Nation 2015, two key events where new ISVs will promote security applications and cloud services to MSPs and VARs pursuing recurring revenues.