SecurityBrief Asia logo
Asia's leading source of cybersecurity and cyber-attack news
Story image

Canalys’ top picks for Cybersecurity Leadership Matrix 2019

By Kai Ping Lew
Mon 10 Jun 2019
FYI, this story is more than a year old

Five vendors – Cisco, Sophos, Palo Alto Networks, Fortinet and ESET – were named Champions in the Canalys Cybersecurity Leadership Matrix 2019.

Unique feedback from channel partners via the Candefero channels community, combined with Canalys quarterly shipment estimates and analyst insight were used to determine the position of vendors in the competitive cybersecurity landscape.

The Leadership Matrix is published as a part of the Canalys Cybersecurity Analysis service.

It considers 15 cybersecurity vendors and assesses their channel performance over the last 12 months. “Champions have the highest scores in the Canalys Vendor Benchmark and show some common characteristics,” says channels senior director Alex Smith.

“These include positive partner sentiment, ongoing improvements in channel processes to drive simplicity and ease of doing business, a willingness to boost growth opportunities for partners, and a demonstrable commitment to growing the share of revenue generated through the channel.”

Canalys research shows Cisco’s position as a Champion is based not only on its leading market share, but also its ongoing investment in partner profitability, offering higher front-end margins to encourage cross-product integration sales. 

ESET’s strategy to expand internationally has led to investments in local resources to work closely with key specialised partners. 

Palo Alto Networks continues to be one of the fastest-growing security vendors, fueled in part by acquisitions to strengthen its portfolio in high-growth areas, such as cloud security.

The successful roll-out of its modified partner program will determine if it can maintain its Champion status next year. 

Fortinet has expanded beyond selling just firewalls with its Security Fabric architecture, enabling its partners to accelerate growth. 

Sophos’ high partner sentiment, combined with its consistent growth and shift to delivering synchronised network and endpoint security, has helped it achieve the top status.

Growers in the Leadership Matrix have made investments in the channel that have improved partner perception over the last year.

“Juniper Networks, Zscaler, Trend Micro and Kaspersky have secured their positions in the Growers segment by supporting the channel community and making improvements in performance and channel feedback,” says Canalys research analyst Ketaki Borade. 

Juniper Networks’ increased focus on its security portfolio in the past 12 months gives it the highest momentum in the cybersecurity channel.

This positions the long-standing security company to continue gaining market share. 

Trend Micro has had continued success with its Deep Security line as well as its revived TippingPoint business, each of which requires different channel tactics to execute in the market.

It is a leader in the AWS marketplace, and will play a key role in helping move the channel to a new model of selling cybersecurity. 

Kaspersky has focused intently on improving partner communications to offset public scrutiny levelled by the US government during 2018.

McAfee, Symantec and F5 Networks were rated as Stragglers. 

McAfee and Symantec still lead in endpoint security and have large installed bases, especially in international markets where smaller vendors have yet to make a mark.

But in a highly competitive cybersecurity market, both vendors will need to vigorously defend their positions in the channel to protect against networking vendors moving into the endpoint sphere, as well as a wave of emerging cybersecurity vendors.

Though Symantec’s growth was negatively affected by the divestiture of its WSS/PKI business, excluding this, Canalys estimates it would have grown by a low single-digit percentage. 

McAfee is facing friction from many of its channel partners.

After spinning off from Intel, operational challenges still remain.

The remaining vendors tracked in the Cybersecurity Leadership Matrix are classified as Contenders.

These are vendors that are still rated highly by partners but have faced some challenges, either in market performance or channel, sentiment declines over the last 12 months. 

IBM, Barracuda and Check Point are the Contenders that will need to focus on building their channel business. 

IBM risks losing relevance with the cybersecurity channel given the scale of its own cybersecurity services practice and divestitures of certain software assets, such as BigFix, which gave many partners a compelling endpoint security offering.

Meanwhile, feedback from partners highlights that Check Point will need to become quicker at supporting partners in a fast-evolving market, especially as its main competitors, Cisco, Palo Alto Networks and Fortinet, have all reached Champion status in the channel.

“Cybersecurity is an evolving market. According to Canalys cybersecurity findings, security-as-a-service (SaaS) deployments will account for 16% of the total cybersecurity market by 2020,” says Borade.

“Vendors will establish diverse business models to address the move from software deployment to services, and one of the biggest challenges during this move will be maintaining a channel-centric approach. The ever-evolving channel still plays a vital role in cybersecurity routes to market.”

About the Canalys Cybersecurity Leadership Matrix

The Cybersecurity Leadership Matrix assesses vendor performance in the channel, based on channel feedback into the Vendor Benchmark over the last 12 months, and an independent analysis of vendors, assessing vision and strategy, portfolio competitiveness, customer coverage, channel business, M&A activities, new product launches, recent channel initiatives launched, and future channel initiatives planned.

The Vendor Benchmark tracks leading technology vendors around the world, collating the experiences that channel partners have when working with different vendors.

Channel partners are asked to rate their vendors across the 10 most important areas of channel management.

The Canalys Cybersecurity Leadership Matrix provides a graphical representation to assess the performance of each vendor over time, and positions them in one of four categories: 

  • Champions: Vendors with high channel scores, which have shown both continued improvement in channel management, strategy and execution, and a commitment to driving future improvements.
  • Contenders: Vendors with high channel scores, but which have seen declines in channel sentiment and/or a deterioration in channel commitment or execution. 
  • Growers: Vendors with low channel scores, but which have seen improvements in channel sentiment and performance.
  • Stragglers: Vendors with low channel scores, which have seen channel sentiment and/or performance deteriorate or stagnate.
Related stories
Top stories
Story image
Tech job moves
Tech job moves - Bitdefender, Cohesity, Fortinet & MODIFI
We round up all job appointments from June 27-30, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
Artificial Intelligence
Juniper study reveals top AI trends in APAC region
Juniper's research shows an increase in enterprise artificial intelligence adoption over the last 12 months is yielding tangible benefits to organisations.
Story image
New study reveals 51% of employees using unauthorised apps
The research shows that 92% of employees and managers in large enterprises want full control over applications, but they don't have it.
Story image
Cyber Criminal
Identity and access: the fight is on
Blue team defenders are used to protecting our data, applications, and users with access controls and other security mechanisms, which is why attacks like this are especially challenging when they target identity and access control systems.
Story image
Identity and Access Management
Ping Identity launches corporate venture capital fund
Ping Identity has launched a corporate venture capital fund to foster innovative offerings for the identity security market.
Story image
Trend Micro
5G network projects driven by improving security and privacy
Trend Micro's new study reveals the prospect of improved security and privacy capabilities are the main motivations behind private 5G wireless network projects.
Story image
Forescout reveals top vulnerabilities impacting OT vendors
Forescout’s Vedere Labs has disclosed OT: ICEFALL, naming 56 vulnerabilities affecting devices from 10 operational technology vendors.
Story image
Greater API usage raises concerns for protection - report
Radware has released its 2022 State of API Security report, which shows a rise in APIs, with 92% of the organisations surveyed significantly or somewhat increasing their usage.
Story image
Varonis strengthens security capabilities for AWS and S3
Varonis has strengthened and expanded its cloud and security capabilities, with a critical aim of improving safety and boosting data visibility in Amazon Simple Storage Service (S3).
Story image
Digital Transformation
Cybersecurity priorities for digital leaders navigating digital transformation
In recent years, Asia-Pacific has especially been a hotspot for cyberattacks, and as we continue into 2022, it’s evident that the problem is becoming more significant.
Story image
Preparing for the digital decade with the right workforce strategies
For a decade that started under the pall of the pandemic, the 2020s is poised to end with a bang with the digital economy swelling to a high across the world.
Story image
FIDO Alliance releases guidelines for optimising UX with FIDO Security Keys
The new guidelines aim to accelerate multi-factor authentication deployment and adoption with FIDO security keys.
Story image
Vulnerable APIs costing businesses billions every year
Large companies are particularly vulnerable to the security risks associated with exposed or unprotected APIs as they accelerate digital transformation.  
Find out how you and your business can prevent being caught out by everything from ransomware to cryptojacking.
Link image
Story image
Rapid7 report examines use of double extortion ransomware attacks
New insight into how attackers think when carrying out cyber attacks, along with further analysis of the disclosure layer of double extortion ransomware attacks, has come to light.
Story image
Zero trust security adoption rises 27% in just two years
A survey of WAN managers has revealed that multi-factor authentication and single sign-on are the top zero trust features implemented.
Story image
Sternum joins NXP, collaborates on IoT security and observability
Sternum has announced it has joined the software partner community of NXP Semiconductors, a manufacturer of and large marketplace for embedded controllers.
Story image
Threat actors ramp up their social engineering attacks
As people get better at identifying potential threats in their inbox, threat actors must evolve their methods. Their new M.O? Social engineering.
Story image
LastPass announces new capability for iPhones and iPads
LastPass has announced its new save and fill experience, allowing customers to fill in, create and save their credentials directly within the site's form field.
Story image
Video: 10 Minute IT Jams - An update from CrowdStrike
Scott Jarkoff joins us today to discuss current trends in the cyber threat landscape, and the reporting work CrowdStrike is doing to prevent further cyber harm.
Story image
WatchGuard Technologies
Ransomware volume doubled 2021 total by end of Q1 2022
Ransomware detections in the first quarter of this year doubled the total volume reported for 2021, according to a new report. 
Story image
IT and security team collaboration crucial to data security
Many IT and security decision makers are not collaborating as effectively as possible to address growing cyber threats.
Story image
Email threats spike 101%, remains a top attack vector
"Each year we see innovation in the threat landscape, but each year email remains a major threat to organisations."
Story image
Amazon Web Services / AWS
Zscaler, AWS accelerate onramp to the cloud with zero trust
Zscaler has announced an extension to its relationship with Amazon Web Services, as well as innovations built on Zscaler's Zero Trust architecture.
Story image
Gartner's top recommendations for security leaders
"Leaders now recognise that major disruption is only one crisis away. We can’t control it, but we can evolve our thinking, philosophy, program and architecture.”
Story image
Stock security features inadequate in face of rising risk
"Organisations must proactively find ways of identifying unseen vulnerabilities and should take a diligent, holistic approach to cybersecurity."
Story image
Aqua Security, CIS create software supply chain security guide
Aqua Securityand the Center for Internet Security have together released the industry’s first formal guidelines for software supply chain security.
Story image
HP Inc
Firmware attacks significant threat in age of hybrid work
Changing workforce dynamics are creating new challenges for IT teams around firmware security, according to new research.
Story image
Digital Transformation
What CISOs think about cyber security, visibility and cloud
Seeking to uncover the minds of CISOs and CIOs across Asia Pacific, my company recently asked Frost & Sullivan to take a snapshot of cloud adoption behaviour in the region.
Story image
Tech job moves
Tech job moves - Boomi, Limepay, Thales, VMware & Zoom
We round up all job appointments from June 6-16, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
Oracle Cloud
Commvault, Oracle to deliver Metallic Data Management as a Service
"We are excited to partner with Commvault and enable our customers to restore and recover their most mission-critical cloud data."
Story image
10 Minute IT Jams
Video: 10 Minute IT Jams - An update from Rimini Street
Today we welcome back Daniel Benad, who is the GVP & regional GM for Oceania at Rimini Street.
Story image
Significant security concerns resulting from open source software ubiquity
"The risk is real, and the industry must work closely together in order to move away from poor open source or software supply chain security practices."
Story image
Kaspersky opens three new centers to boost data management
Cybersecurity company Kaspersky has opened three new Transparency Centers, one in Japan, the second in Singapore and the third in the United States.
Story image
Artificial Intelligence
Abnormal Security finds financial supply chain under threat
New research by Abnormal Security has found a rising trend in financial supply chain compromise as threat actors increasingly impersonate vendors.
Story image
Tech job moves
Tech job moves - ActiveCampaign, Arcserve, LogRhythm & Qlik
We round up all job appointments from June 17-22, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
New research shows global drive for passwordless authentication
A new study has shown there has been a significant shift towards wanting a passwordless future, but adoption is still in its infancy.
Story image
Secure access service edge / SASE
Cloudflare adds new capabilities to zero trust SASE platform
New features for Cloudflare One include email security protection, data loss prevention tools, cloud access security broker, and private network discovery.
Story image
Industry-first comprehensive risk-based API security enhances protection
Application Programming Interfaces (APIs) have become a crucial part of operating web and mobile application businesses and are causing significant economic growth in the digital sector.
Story image
Secureworks reveals new information on BRONZE STARLIGHT threat group
New research from Secureworks has uncovered new information on the Chinese threat group BRONZE STARLIGHT and how they are using targeted ransomware to initiate complicated attacks.
Story image
Flashpoint unveils security offering for school boards
Flashpoint has released its K-12 risk management and security offering to provide school boards and education security practitioners with tools to recognise, prevent and manage cyber and physical threats.
Story image
Motorola Solutions
Motorola Solutions deploys communication system to 5th Japanese airport
Motorola Solutions with its partner, Nippon Airport Radio Services deployed the mission critical communication system to Kansai.
Story image
Network Security
Netskope announces zero trust network access updates
Customers can now apply zero trust principles across a range of hybrid work security needs, including SaaS, IaaS, private applications, and endpoint devices.
Story image
Internet of Things
Domino's Pizza: A blueprint for secure enterprise IoT deployment
Increasingly, organisations are embracing smart technologies to underpin innovations that can enhance safety and productivity in every part of our lives, from industrial systems, utilities, and building management to various forms of business enablement.