Global shipments of network security equipment were on track to rise just under 14 percent in 2018 as of August, according to Gartner. Network security sales at D&H, however, leapt 41 percent this year.
Why the giant gap? The Gartner figure applies to network security hardware, while the D&H figure includes revenue from associated services as well. Just as home security companies always accompany hardware sales with remote monitoring services, DiMarco notes, so too should channel pros always include offsite support in network security deals.
“We think as we move forward that all these solutions will be a combination of a hardware appliance on premise and a cloud solution,” DiMarco says. “We’re already starting to see that.”
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