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Channel partners perceive EU's NIS2 directive as revenue opportunity
Tue, 6th Feb 2024

A recent survey suggests that the forthcoming Network and Information Systems Security Directive 2 (NIS2), due to be implemented in October, is seen as a revenue-growing opportunity by channel partners, primarily through the provision of services and managed services to end-users. According to global technology provider Westcon-Comstor, 93% of channel partners see the EU's NIS2 cybersecurity directive as an opportunity to both assist end-users and increase their revenues in the process. However, they first need to build their own understanding of the directive.

Westcon-Comstor's research, conducted among registered attendees of a forthcoming NIS2 webinar for partners, discovered that 77% of partners believe the new rules offer potential to build recurring revenues; meanwhile, 74% believe NIS2 will present opportunities for product sales, and 51% see potential for increased revenues from education and enablement.

An additional consideration is that 60% of partners think NIS2 will significantly impact end-user businesses, yet half (47%) believe their clients are unprepared for the directive. Equally, partners recognise their own need to familiarise themselves with NIS2, as only 5% rate their understanding and awareness of the directive as good.

NIS2 will introduce more stringent requirements and obligations relating to risk management, corporate accountability, reporting obligations and business continuity. It will affect more than 100,000 organisations. Like its predecessor, GDPR, NIS2 will have a ripple effect beyond the EU as it will impact all entities providing 'essential or important services' to the EU economy and society. However, a third of partners surveyed claimed most of their non-EU customers are unaware that the directive could affect them.

Despite these reservations about awareness levels, 65% of partners believe that NIS2 will likely accomplish its goal of enhancing cybersecurity defences and protection across the EU. More significantly, 76% view NIS2 as a progressive overall development.

Daniel Hurel, Vice President of Cyber Security and Next Gen Solutions EMEA at Westcon-Comstor notes that their survey reveals partners' enthusiasm to assist customers in preparing for NIS2 before its implementation later in the year. Hurel emphasises that partners have a chance to excel by providing education, enablement, and managed services, positioning themselves as reliable advisors and showcasing their expertise.

Daniel Hurel commented, "Our survey illustrates that partners are eager to help their customers prepare for NIS2 and achieve readiness prior to its implementation later this year. From education and enablement to managed services, partners have an opportunity to make their mark by being dependable advisors to their customers and showcasing their expertise. But to seize this NIS2 opportunity, partners recognise the need first to build their own understanding."

Westcon-Comstor is a global technology provider and specialist distributor operating in more than 70 countries. It delivers business value and opportunity by connecting the world's leading IT vendors with a channel of technology resellers, systems integrators and service providers. It combines industry insight, technical know-how and more than 30 years of distribution experience to deliver value and accelerate vendor and partner business success. It goes to market through two lines of business: Westcon and Comstor.