Cybersecurity Analysis
June 2020

Canalys Global Cybersecurity Leadership Matrix 2020
Summary
The importance of cybersecurity has grown asorganizations respond to the COVID-19
pandemic. The rapid mass roll-out of remoteGlobal Cybersecurity Leadership Matrix
working initiatives and the acceleration of otherMay 2020
business continuity measures, combined withtargeted COVID-19 phishing campaigns has
resulted in organizations being more
vulnerable. Workforces will remain highly
decentralized for the short- to medium-term,
where possible, as organizations implement
flexible working practices. This will create new
cybersecurity threats and challenges. Vendorsthat can support and enable their channel
partners to capitalize on these constantly
changing dynamics will be best placed tosucceed over the next 12 months.
Cisco, ESET, Fortinet, Juniper Networks,
Kaspersky, Palo Alto Networks and Trend Microwere identified as the channel Champions in the2020 edition of the Canalys Global Cybersecurity
Leadership Matrix. Unique feedback fromchannel partners, Canalys quarterly shipment
estimates and analyst insight were used todetermine the position of vendors in the highly competitive cybersecurity ecosystem. The Leadership
Matrix considered 17 cybersecurity vendors to assess their channel and market performance over the last
12 months, as well as their leadership and change capabilities.

Global Cybersecurity Leadership Champions 2020

Champions have a combination of the highest scores in the Candefero Vendor Benchmark, the largest
share of shipments, and have maintained strong growth. They exhibit some common characteristics. These
include positive partner sentiment, ongoing improvements in processes to drive simplicity and ease of
doing business, a willingness to boost growth opportunities for partners, and a demonstratablecommitment to growing the share of revenue generated through the channel. The seven champions in thisyear’s global Leadership Matrix have maintained or extended their strong positions in the highly competitive
cybersecurity market across all regions through the channel.

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Cybersecurity Analysis
June 2020

Canalys Global Cybersecurity Leadership Matrix 2020
Summary
Cisco, ESET, Fortinet and Palo Alto Networks reaffirmed their positions as champions in the 2020 edition,and have been joined by Juniper Networks, Kaspersky and Trend Micro. The latter three vendors have all
moved from Growers over the course of the last 12 months through investment in their channel programs.
Investment in enabling partners to evolve and establish cybersecurity managed services has been a strategic
priority during this period for many of the leading vendors. This is a vital area of channel partner
development, as customers face increasing frequency and sophistication of cybersecurity threats, while
resource constraints to deal with them will be further intensified post-COVID-19.
Managed services is a strategic area of focus for Cisco, which revamped its Cloud and Managed Service
Program in 2019 and has allocated dedicated MSP resources to help partners build their practices. The
launch of SecureX will help drive its MSP business by providing a unified view of threat detection and policy
violations across its portfolio, as well as automated workflows for investigations and remediations. Overall,
Cisco remains the leading cybersecurity vendor globally, accounting for 10.1% share of total shipment value.
ESET’s partners continue to rate the vendor highly for ease of doing business. It launched a new MSP
enablement module to drive growth through its 7,000 MSPs, as well as incorporate feedback from local
Partner Councils on product roadmaps, technologies and customer needs. A key area of focus is its
Strategic Account Program, which is being rolled out across select markets in Asia Pacific and Europe.
Fortinet has expanded its portfolio over the last year with the acquisitions of enSilo for endpoint andCyberSponse for SOAR, which will be integrated into its Security Fabric architecture. This presents growth
opportunities for its partners to expand into new areas or consolidate multi-vendor offerings. It introduced
partner specializations on SD-WAN, Security Fabric, data center operational technology and SOC to target
key growth areas. Overall, the vendor has more than 440,000 customers and 25,000 partners worldwide.
2019 was a turnaround year for Juniper Networks’ security business following the launch of its Connected
Security strategy. This offers advanced threat protection to provide enterprises with extended protection
across all points of the network. 2020 will be a key year for expansion. The launch of its MSP Cloud
program will support Elite and Select level partners on expanding their managed services.
Kaspersky became a channel champion following continued investment in its partner program over the past
year. It launched its Kaspersky United partner program and partner portal in 2019. Building an MSP
community is a key area of focus for the vendor, which has introduced new billing models, hired dedicatedaccount teams and built integrations with RMM and PSA platforms to achieve its goals.
Palo Alto Networks was the fastest growing top five cybersecurity vendor in 2019 and has retained its
Champion status on the back of consistently high partner ratings. Its accreditations and specializations areranked highest. It has diversified its business to focus on three areas: Strata for firewalls, Cortex for detection
and response, and Prisma for cloud access, data protection and application security. It has invested in its
NextWave Partner Program, adding new initiatives aimed at MSPs.
Trend Micro’s continued investment in its channel-first strategy has elevated its position to Champion
status. It remains focused on MSP growth with new offerings, including co-managed services and SOCaaS. It
has been a thought leader in cloud migration and hybrid cloud security by working closely with cloud service
providers. The launch of its Cloud One platform increases its addressable market and broadens its partners’
opportunities with SaaS-based workload, container, application, file storage, network and posture security.

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Cybersecurity Analysis
June 2020

Canalys Global Cybersecurity Leadership Matrix 2020
Summary
Growers in the Leadership Matrix have made investments in the channel that have improved partner
perception over the last year. These vendors are growing and making market share gains. The
combination of merger and acquisition strategies, product launches and channel initiatives place thesevendors in a strong position to maintain growth and remain key vendors for partners. Five vendors werepositioned in the Growers segment in the 2020 edition. These are Bitdefender, Check Point,
Malwarebytes, WatchGuard and Zscaler.
Bitdefender is growing its MSP-focused SMB offerings through new distribution deals, including with
Synnex. This follows the revamp of its Cloud Partner Program and MSP program last year. Its partner
ratings are consistently high, especially ease of doing business. Check Point moved from the Contenders
segment in the 2019 edition to become a Grower this year. Its Vendor Benchmark scores increased
following the launch of its new Partner Growth Program, which has focused on encouraging winning newcustomers, growing new areas of its portfolio and improving ease of doing business. Malwarebytes is
emerging in the endpoint detection and remediation segment. It is simplifying its go-to-market approachby rolling out a new global program to consolidate its engagement with different types of partners, while
increasing activities with MSPs. WatchGuard has also made investments in both its portfolio and channel
program. Its acquisition of Panda will further increase its relevance to SMB-focused partners with theaddition of endpoint security. Zscaler is building its cloud-centric business rapidly. It recently introduced
the new Zscaler Summit Partner Program, designed to give partners more self-service content anddedicated support as part of its transition from velocity to value-based channel relationships.
Stragglers are vendors that have lower partner sentiment compared with their peers and have suffered adecline over the last 12 months. Vendors in this segment have underperformed compared with themarket average and lost share. Their channel strategies or future engagement with partners shows somesigns of disruption, with partners rating them consistently lower compared with 12 months ago.
Symantec, IBM and McAfee were rated as Stragglers for 2020. Symantec’s acquisition by Broadcom was
highly disruptive for partners. It made cuts to channel support resources, announced the end of sale of
new endpoint licenses for its Endpoint Protection Cloud and Endpoint Protection Small Business Edition
2013, while issues moving to Broadcom’s systems delayed renewals. Other vendors have capitalized on
this situation. IBM continues to face challenges in the channel, due to limited relevance with cybersecurity
partners. A key issue is competition over services. Generating growth through service and support andmarketing activities and lead-generation were rated the lowest by its partners, while effectiveness ofaccount management and quality of technical support tracked lower compared with a year ago. McAfee isdeveloping a cloud-first approach, but is facing friction from many of its channel partners. Many haveindicated a lack of activity and support.
The remaining vendors tracked in the Cybersecurity Leadership Matrix are classified as Contenders. Theseare vendors still rated highly by partners, but which have faced some challenges, either in market
performance or channel sentiment declines, over the last 12 months. Their strategies indicate potential togain market share, but there are often key challenges to overcome. Sophos and SonicWall are Contenders
in the 2020 edition. Sophos has consistently scored highly among its partners, but sentiment is down froma year ago following its takeover by private equity firm Thoma Bravo, which has created short-term
challenges in lead-generation according to partner feedback. Partners highlighted SonicWall needs to be
more proactive in support and offer them specialization programs to develop their skills.

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Cybersecurity Analysis
June 2020

Canalys Global Cybersecurity Leadership Matrix 2020
Global Cybersecurity Leadership Matrix
Positive

May 2020

Palo Alto
Networks

Zscaler

Growers
Check Point
McAfeeSophosIBM

SonicWall

Momentum

Bitdefender
Malwarebytes

Champions

Fortinet
Juniper
Networks
Trend Micro
Cisco
ESET
Kaspersky

WatchGuard

Stragglers
Negative

SymantecContenders

Low

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Cybersecurity Analysis
June 2020

Canalys Global Cybersecurity Leadership Matrix 2020
Candefero Vendor Benchmark indicators
Candefero Vendor Benchmark: aggregated channel feedback scores
May 2020
Candefero global
industry average

May 2019
Candefero global
industry average

66.3%

Candefero global
cybersecurity average

72.5%

65.7%

Candefero global
cybersecurity average

66.5%

Candefero Vendor Benchmark: aggregated channel feedback scoresby metric for cybersecurity vendors only
May 2020
Ease of doing businessMargin retention andprofitability
Generating growth throughservice and support

73.6%
71.7%
69.9%

Usefulness of portals
and tools
Quality of technical support
provided to channel

73.4%
75.4%

Marketing activities and
65.9%
lead-generation

May 2019
Ease of doing business

66.3%

Margin retention andprofitability

67.4%

Generating growth throughservice and support

66.7%

Usefulness of portals
and tools
Quality of technical support
provided to channel
Marketing activities andlead-generation

Product availability
and supply

78.4%

68.7%
72.3%
57.5%

Product availability
and supply

Accreditation andspecialization programs

72.3%

Accreditation andspecialization programs

Effectiveness ofaccount management

72.1%

Effectiveness ofaccount management

Managing direct
sales-partner conflicts

72.5%

Managing direct
sales-partner conflicts

72.8%
65.8%
61.8%
65.9%

Source: Candefero Vendor Benchmark, May 2020

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Cybersecurity Analysis
June 2020

Canalys Global Cybersecurity Leadership Matrix 2020
Candefero Vendor Benchmark cybersecurity indicators
Candefero Vendor Benchmark: Global channel feedback scores by vendor for
May 2020
84.2% 83.7% 82.9%

80.1% 79.0% 77.9%

Candefero global average (all sectors)
May 2020 = 66.3%

72.7% 71.9% 71.4% 71.3% 70.2% 69.4%

68.7% 68.5%
61.4%

60.4% 59.5%

Candefero Vendor Benchmark: Global channel feedback change from 12months ago by vendor for May 2020
54.7%

18.6%

16.6%

21.9%
13.4%

11.7%

13.9%

7.7% 9.5% 8.8%

2.9%

1.6%
-2.6%

-0.4%

-0.6% -2.5%-9.7%

Source: Candefero Vendor Benchmark, May 2020

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Cybersecurity Analysis
June 2020

Canalys Global Cybersecurity Leadership Matrix 2020
Canalys cybersecurity vendor shipment indicators
Canalys cybersecurity estimates: Global market share by vendor 2019(vendors covered in the Cybersecurity Leadership Matrix only)
10.1%
7.5%

5.7% 5.7% 5.4%

4.6%

4.0%

3.5%
2.0%

1.2% 1.1% 1.1% 1.0% 1.0%
0.8% 0.3%
0.1%

Canalys cybersecurity estimates: Global shipment value growth by vendor 2019(vendors covered in the Cybersecurity Leadership Matrix only)
49.1%

Market average growth for 2019 = 11.5%

20.2%

17.5%

13.2%

9.7%
4.1%

1.3%
-1.2%

4.7%

9.4%

7.7% 8.6%

4.5%

13.6%
8.4%

3.1%

-4.6%

Source: Canalys estimates, March 2020

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Cybersecurity Analysis
June 2020

Global performance highlights – selected vendors
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

82.9%

0.3%

13.6%

Highest-rated benchmark metrics• Product availability and supply (91.5%)• Ease of doing business (87.6%)
Lowest-rated benchmark metrics• Marketing activities and lead-generation (73.5%)• Growth through services and support (79.3%)

12-month rating trend
85%
80%
75%
70%
65%
60%
55%
50%
May 19 Aug 19 Nov 19 Feb 20 May 20• Bitdefender revamped its Cloud Partner Program and MSP program in 2019 to offer well-structured
incentives and opportunities to increase profitability and accelerate ROI for cloud selling partners
across 150 countries. The Partner Advantage Network (PAN) program was updated to help resellers
and MSPs to develop business, extend services and simplify operations to focus on selling Bitdefender
solutions as per their specialization.
• It updated its Incentive Rebate Program to offer financial incentives. It also invested in a new territory
account management model supported by inside sales teams to help partners expand. Investing morein an online presence will help partners compete in the market.
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

79.0%

5.7%

4.1%

Highest-rated benchmark metrics• Usefulness of portals and electronic tools (82.7%)• Product availability and supply (81.9%)80%

Lowest-rated benchmark metrics• Marketing and lead-generation (70.8%)• Margin retention and overall profitability (78.2%)

65%

12-month rating trend

75%
70%
60%
May 19 Aug 19 Nov 19 Feb 20 May 20• Check Point has 6,000 channel partners worldwide. It launched a new Partner Growth Program in 2020
to encourage partners to align with its priorities, such as winning new customers, growing its emerging
technology bookings and selling Infinity Total Protection deals. It has focused on accelerating sales
cycles, including changing the slow responsiveness to requests that has delayed sales in the past.
• It is rewarding partners for offering their own professional services with Check Point’s portfolio to
optimize customer experiences. In 2019, it announced a CloudGuard pay-as-you-go incentive programthat allows all partners to register their customers’ CloudGuard purchases via AWS and Azure
marketplaces and receive long-term rewards for initial sales and ongoing engagement with customers.

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Cybersecurity Analysis
June 2020

Global performance highlights – selected vendors
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

68.5%

10.1%

13.2%

Highest-rated benchmark metrics• Quality of technical support (75.8%)• Usefulness of portals and electronic tools (71.5%)

•
•
•
•

•

70%

12-month rating trend

69%

68%
Lowest-rated benchmark metrics
Managing conflicts with other resellers and direct
67%
sales teams (64.3%)
May 19 Aug 19 Nov 19 Feb 20 May 20
Marketing activities and lead-generation (64.5%)
Cisco has focused on improving partner profitability in cybersecurity by providing higher front-end
partner margin. It invested in partner education and support with enablement platforms.
Cisco’s MSLA enables partners to launch new offerings on a usage basis without upfront investment. It
also allocated dedicated MSP resources to help partners build Managed Security Services. Post-paid
consumption models for customers also allow partners to offer more flexibility at a lower entry cost.
Recent acquisitions, such as Duo, have added expertise and new MSPs to its partner ecosystem. Cisco
was rated highly on the quality of its technical support, but with such a large ecosystem, it needs tofocus on being more proactive in managing conflicts between resellers and its direct sales team.

VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

84.2%

0.8%

9.4%

Highest-rated benchmark metrics• Product availability and supply (90.7%)• Ease of doing business (88.0%)
Lowest-rated benchmark metrics• Marketing and lead-generation (77.1%)• Growth through services and support (81.1%)

12-month rating trend
90%
85%
80%
75%
70%
65%
May 19 Aug 19 Nov 19 Feb 20 May 20• The collaboration between direct and indirect routes to market is a key part of ESET’s strategy.
Following the expansion of offices in Milan and Japan in 2018, it opened a new office in Mexico tostrengthen its local presence in Latin America. ESET continues to strengthen its pilot Strategic Accounts
Program, which will be extended to the DACH region, France, UK and Japan in 2020, which aims to
improve communications and use feedback from key enterprise accounts across the world.
• ESET is focused on process simplification, training and supporting its channel business. It has over 7,000
MSPs in its program. It launched a new MSP enablement module to drive growth, as well as used local
Partner Councils to collect feedback on product roadmaps, technologies and customer needs.

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Cybersecurity Analysis
June 2020

Global performance highlights – selected vendors
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

68.7%

5.8%

17.5%

Highest-rated benchmark metrics• Product availability and supply (75.3%)• Quality of technical support 70.6%)70%

Lowest-rated benchmark metrics• Marketing activities and lead-generation (61.5%)• Managing conflicts with other resellers and direct
sales teams (66.8%)

67%

12-month rating trend

69%
68%
66%
May 19 Aug 19 Nov 19 Feb 20 May 20• Fortinet announced a new channel partner program with accreditation levels including Advocate,
Select, Advanced and Expert to help partners better align their business goals with its own. These tiers
are assigned on partner revenue and certification. The program was later updated with a new deal
registration policy, modular training curriculum and incentive programs aimed at enablement activities.
• Its strategy is to segment partners serving SMBs, enterprises and service providers with dedicated sales
teams to encourage more partner-led revenue in new customers and expansion in existing customers.
It also introduced partner specialization with focused training on SD-WAN, Security Fabric, data center
operational technology and SOC. MSSPs are already gaining traction with Fortinet Secure SD-WAN.
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

69.4%

1.1%

3.1%

Highest-rated benchmark metrics• Quality of technical support customers (73.0%)• Managing conflicts with other resellers and direct
sales teams (72.3%)
Lowest-rated benchmark metrics• Usefulness of portal and electronic tools (64.7%)• Marketing activities and lead-generation (65.4%)70%

12-month rating trend

68%
66%
64%
62%
May 19 Aug 19 Nov 19 Feb 20 May 20• Juniper Networks has increased investment and focus on its security portfolio, following the launch of
the Juniper Connected Security strategy in 2019. This offers advanced threat protection to provide
enterprises with extended protection across all points of the network.
• It launched an MSP Cloud program aimed at supporting Elite- and Select-level partners that focus onoffering secure cloud capability through its centrally managed solution. It supports initiatives such as its
MSSP post-paid program for virtual firewalls, Service Provider as a Channel (SPaaC) and its Managed
Customer Premises Equipment (CPE) program. It also offers partner tools, such as Marketing Central,
Lead Management and Partner Leadership Management, to improve the partner onboarding process.

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Cybersecurity Analysis
June 2020

Global performance highlights – selected vendors
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

77.9%

1.1%

4.5%

12-month rating trend
80%
78%
76%
74%
72%
70%
68%
May 19 Aug 19 Nov 19 Feb 20 May 20

Highest-rated benchmark metrics• Product availability and supply (85.7%)• Effectiveness of account management (81.2%)
Lowest-rated benchmark metrics• Marketing and lead-generation (71.9%)• Growth through services and support (74.8%)• Kaspersky launched its United Partner program in 2019, enabling partners to focus on selling Kaspersky
products and technical support service specializations that provide additional revenue. It launched a
new Partner Portal that provides access to reporting dashboards, documents, an on-demand multilingual training library, marketing content, automated deal registration and MDF processing. A multiregion lead-generation program was also implemented.
• Kaspersky launched the License Management Portal integrated with its Partner Portal as a one-stop
service for MSP partners to purchase licenses, and manage customers with a flexible pay-as-you-go
billing model and online sales and technical MSP-dedicated training. It also announced integrations
with key RMM and PSA platforms.
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

71.3%

7.5%

20.2%

Highest-rated benchmark metrics• Product availability and supply (75.3%)• Accreditation and specialization programs (73.0%)
Lowest-rated benchmark metrics• Marketing activities and lead-generation (65.4%)• Growth through services and support (70.0%)12-month rating trend
72%
71%
70%
69%
68%
67%
66%
65%
May 19 Aug 19 Nov 19 Feb 20 May 20• Palo Alto Networks has 7,000 partners worldwide. It enhanced the NextWave Partner Program adding
new initiatives, such as the NextWave Managed services program with customized incentives for MSPs.
It launched a new MSSP initiative in conjunction with the NextWave Partner Managed Services
program to help partners build services with specializations, which integrates CSSP offerings.
• It launched a network for MDR partners to provide total security lifecycle services from deployment,
set-up and response supported by Cortex XDR. Its strategy is to help partner evolve their own managed
services and add new cloud services to their portfolios. Its recent acquisition of CloudGenix will add
cloud-delivered SD-WAN as part of its secure access service edge platform.

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Cybersecurity Analysis
June 2020

Global performance highlights – selected vendors
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

71.4%

2.0%

7.7%

Highest-rated benchmark metrics• Product availability and supply (78.3%)• Ease of doing business (72.3%)

73%

Lowest-rated benchmark metrics• Marketing and lead-generation (66.4%)• Effectiveness of their account management (69.0%)

71%

12-month rating trend

72%

70%
May 19 Aug 19 Nov 19 Feb 20 May 20• Sophos’ acquisition by private equity firm Thoma Bravo was completed in March 2020. Channel
sentiment dipped between the announcement of the deal and its completion, but has since improved.
Sophos aims to continue expanding its portfolio and train partners with cloud-native, AI-powered tools
to drive growth, as well as extend its existing solutions to cloud-based offerings.
• It undertook efforts to simplify partner management by offering pre-sales and post-sales services, MSP
Fast Track to Flex workshops and partner onboarding programs, and updated its partner portal withnew sales tools and resources. Channel service center enabling marketing campaigns and co-branding
has helped to grow more partner-led sales.

VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

59.5%

5.4%

-1.2%

Highest-rated benchmark metrics• Product availability and supply (68.0%)• Quality of technical support (65.2%)
Lowest-rated benchmark metrics• Marketing and lead-generation (50.1%)• Effectiveness of their account management (55.0%)

12-month rating trend
68%
66%
64%
62%
60%
58%
May 19 Aug 19 Nov 19 Feb 20 May 20• Broadcom completed the acquisition of Symantec’s Enterprise business in November 2019. Its statedstrategy is to manage customers with the largest footprints via a direct GTM, and enterprise andcommercial accounts via a partner-led GTM. The closure of its online licence renewal portal and theend-of sale of SEP Cloud and SEP SBE products as part of SES transition affected channel sentiment.
• It will focus on key partners to grow their expertise by offering better pricing, discounts, training andsupport to customers. It aims to retain all resellers but re-route most of them via a two-tier model,
while also reducing the number of distributors it works with. It has started to engage more regularly
with partners through portals and webcasts. It is also in the second phase of transitioning its Secure
One partner program and plans to combine it with the CA Technologies program by the end of 2020.

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Cybersecurity Analysis
June 2020

Global performance highlights – selected vendors
VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

73.8%

3.5%

4.7%

12-month rating trend
74%
72%
70%
68%
66%
Lowest-rated benchmark metrics
64%
Marketing activities and lead-generation (65.9%)
62%
Margin retention and profitability (68.0%)
May 19 Aug 19 Nov 19 Feb 20 May 20
Trend Micro continues to make significant investments in its channel via its partner portal, including
deal registration, sales kits, promotions and training. It enhanced its MSP programs with a central
licensing management platform and a SOCaaS offering to automate cross-customer and cross-productthreat analysis. It co-manages services to provide proactive monitoring against ransomware, targeted
attacks and repeated infections. It has also continued to align with AWS’s CPPO program.
In 2020, many regions refreshed their partner program with adjusted discounts to drive its enterprisebusiness, as well as its partner portal, marketing center for lead-generation and its mobile app. It
introduced instant demo for cloud products to help partners generate leads by offering live demos on
the latest products and 30-day product trials. Almost 46% of free trials led to sales in 2019.

Highest-rated benchmark metrics• Product availability and supply (79.3%)• Ease of doing business (75.4%)

•
•
•

•

VB ratingMay 2020:

Global 2019
market share:

Global 2019
Shipment growth:

83.7%

1.2%

8.6%

12-month rating trend
92%
90%
88%
86%
84%
82%
Lowest-rated benchmark metrics
80%
Marketing activities and lead-generation (75.6%)
78%
Managing conflicts with other resellers and direct sales
May 19 Aug 19 Nov 19 Feb 20 May 20
teams (81.5%)
WatchGuard launched its WatchGuard Cloud Platform in 2019 to centralize partners’ management andreporting through a single dashboard. WatchGuard has more than 9,000 partners worldwide. It
updated the WatchGuardONE program to allow specializations in multiple technologies like network
security, secure Wi-Fi and MFA. The acquisition of Panda Security will add endpoint capabilities andexpands its reach in Europe and Latin America via 6,500 partners.
It expanded the FlexPlay program by introducing subscription options for network security andhardware services. MSPs are offered monthly billing options with no commitments and upfront costs.
In 2020, it will continue evolving its partner programs to drive MSP growth.

Highest-rated benchmark metrics• Product availability and supply (88.2%)• Ease of doing business (86.1%)

•
•
•

•

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Cybersecurity Analysis
June 2020

Canalys Cybersecurity Leadership Matrix 2020
About the Canalys Cybersecurity Leadership Matrix
Latest Candefero
Vendor Benchmark
ratingCanalyscybersecurity
shipment
estimates

Change in
Vendor Benchmark
and shipment
estimates

Canalys analysts’
insights

The Cybersecurity Leadership Matrix assesses vendor performance in the channel, based on EMEA 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 theexperiences 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 theperformance 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 inchannel 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 sentimentand performance.
• Stragglers: Vendors with low channel scores, which have seen channel sentiment and/or performance
deteriorate or stagnate.

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