While organisations have dealt with many challenges caused by COVID-19, one that may have a lasting impact on their business is the shift to virtual sales.

As consumers we are increasingly aware of the environmental impact of the choices that we make – especially when it comes to choosing the goods and services we use.

Digital transformation has been a boardroom buzzword for some time, with organisations keen to deploy technology to gain a competitive advantage – whether that’s increasing productivity, lowering operating costs, improving customer service or any other metric through which success is measured.

As any organisation can confirm, the ability to recruit and retain qualified cybersecurity professionals is an ongoing struggle.

The biggest talking point in the IT channel in recent years has been the move away from the volume-based, transactional ‘box shifting’ model of sales to a services-led, consumption-based model that provides a recurring revenue stream to resellers.