Ian Kilpatrick

Opinion How channel firms can mitigate the effects of a shifting threat landscape and help bolster an organisation’s defences

In-depth Convergence is a great selling opportunity for the channel, despite having being greatly over-hyped for many years. It provides resellers with the opportunity to become trusted advisors, build up an ongoing relationship with clients and reap significant financial rewards, both immediate and annuity, as convergence solutions spread further into IP networks.