Cybersecurity Services for Telarus

Telarus is a technology services distributor, which is a different animal from a product distributor. Its partners are agents and advisors who recommend and broker services, earning commission from suppliers rather than margin on resale. They own the customer relationship and the trusted advice, and deliberately own no delivery capability at all.

That model works cleanly for connectivity and cloud, where the supplier does the delivering. It breaks on cybersecurity. An advisor can broker a managed detection contract, but the customer's real question is what to do about their security posture, and the answer is an assessment, a roadmap and a remediation programme. No supplier delivers that as a subscription, so the advisor either watches the conversation stop or hands it to somebody who may take the relationship.

CWS gives Telarus advisors a delivery partner that works on their terms. Engagements sold as advisory work, delivered by CWS, with the advisor keeping the customer relationship and the commission structure the model depends on. The advice can turn into work without the advisor becoming something they deliberately chose not to be.