When considering a managed services model for security, Fortinet suggests businesses look at the functions it provides for customers.

A/NZ engineering director, Gary Gardiner, said the customer's perspective can help make an informed decision around what service, if any, can be managed by a third party.

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"Aspects to consider are the costs incurred by using the MSP [managed services provider], how dynamic their environment is, and the costs of changes incurred," he said.

Consideration should also be made into where data is being stored by the business, and if there is any legislation that prevents access from a third party to manage that infrastructure.

"Businesses also have to look at the possibility of their systems being managed off site by the MSP to further reduce costs," Gardiner said.

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"Other businesses are looking to reduce their carbon footprint, and hosting off-site gives them an easy and cost effective way to achieve this."

All about scale Gardiner sees opportunities for the channel lying in providing security services that scale economically via the MSP model. "Platforms need to enable the MSP to provide multiple customers services in a cost effective way that allows the MSP to provide low cost services to their customers," he said.

There is also a chance for partners and resellers to use "automation and orchestration" to achieve efficiency.

"That includes providing next generation technologies such as SIEM [security information and event management], Sandbox, and ATP [advanced threat protection] controls to provide more value to the customer," Gardiner said.

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Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

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