Author: Mariano O’Kon, VP, Global Security, Networking and Communications
Cybersecurity isn’t just a technical discipline – it’s a trust equation. Every breach, every exploit, every missed update reinforces one truth: customers want partners who can help them see what they can’t.
That’s where penetration testing comes in – controlled, ethical simulations that expose vulnerabilities before attackers do. For partners, it’s not just a defensive measure; it’s a strategic way to deepen relationships, expand services, and demonstrate measurable value.
In recognition of Cybersecurity Awareness Month, the latest episode of The High-Growth Equation spotlights the importance of thinking like a hacker to stay one step ahead of evolving threats. Lawrence Roberts speaks with Danny Frenkel, Business Development, Microsoft Security, at TD SYNNEX, about how partners can leverage penetration testing to strengthen their cybersecurity offerings and position themselves as trusted advisors.
- Why Penetration Testing Matters (00:08)
- Inside the TD SYNNEX Cyber Range (03:44)
- Top Security Concerns for Partners (06:20)
- AI’s Role in Cybersecurity (08:29)
- How Partners Can Get Started (10:00)
“When partners help customers identify vulnerabilities before they’re exploited,” says Frenkel, “they’re not just improving security – they’re proving expertise.”
The data supports it. According to TD SYNNEX’s Direction of Technology report, 58% of partners already offer security assessment services, including penetration testing, while another 20% plan to launch them within the next year. Nearly four in five partners are actively investing in these capabilities – clear proof that proactive testing has become a cornerstone of modern cybersecurity strategy.
Where Practice Meets Performance
Hands-on practice is where strong defense takes shape. The TD SYNNEX Cyber Range gives partners a powerful, immersive environment to test, train, and refine their cybersecurity expertise.
It’s a real-world simulation space where cyberattacks unfold in controlled conditions. Partners can invite customers to participate in live exercises, watch how layered defenses perform, and see how integrated solutions work together to stop attacks.
Featuring over 50 leading security vendors, the Cyber Range mirrors the complexity of real enterprise environments and supports both in-person and virtual participation.
“We’re the only distributor with a cyber range of this scale,” Frenkel explains. “It’s where partners bring cybersecurity to life, showing customers how solutions perform when it matters most.”
The result is an experience that turns technical understanding into tangible confidence — helping partners educate customers, build trust, and differentiate themselves in a crowded market.
Untangling the Complexity of Modern Security
Across industries, security complexity is climbing fast. Most organizations run 30 or more tools, often from multiple vendors, creating integration gaps and limited visibility. Those blind spots can lead to unpatched vulnerabilities – and open doors that attackers are quick to exploit.
Identity is another critical concern. Privileged accounts, including executives and IT administrators, are prime targets. Yet many organizations still fail to enforce multi-factor authentication or follow identity-first best practices.
Partners can bridge these gaps, simplifying fragmented environments and helping customers adopt stronger, more consistent controls across systems. It’s a clear opportunity to move from solution provider to strategic cybersecurity partner.
TD SYNNEX’s Direction of Technology report underscores these challenges: 49% of partners cite emerging threats like AI-driven attacks and ransomware, while 42% list data breaches as their top concern. As attack surfaces expand, continuous assessment – including penetration testing – is becoming the new baseline for resilience.
AI: Opportunity and Exposure
Artificial intelligence is reshaping the landscape, enhancing defense while introducing new risks. Partners play a critical role in ensuring customers adopt AI securely and responsibly.
Before deploying AI-driven systems, organizations must classify, protect, and govern their data. Without that foundation, AI can inadvertently expose sensitive information – from intellectual property to user credentials.
“The first step before jumping on the AI bandwagon,” Frenkel notes, “is ensuring your data, applications, and identities are secure.”
Partners who guide customers through this process don’t just mitigate risk — they position themselves at the center of an evolving cybersecurity conversation where innovation and protection go hand in hand.
Scaling Security Through Partnership
You don’t need a full cybersecurity team to make an impact — just the right partner to back you up. Through TD SYNNEX Services, partners can deliver enterprise-grade penetration testing without building the capability in-house.
ServiceSolv connects partners with TD SYNNEX experts who handle testing, analysis, and reporting under the partner’s brand, ensuring faster delivery, consistent quality, and complete customer ownership.
With TD SYNNEX Services, partners can:
- Launch cybersecurity services quickly and confidently.
- Add recurring revenue through ongoing assessments.
- Deliver measurable outcomes that strengthen customer trust.
This approach allows partners to scale securely and strategically — aligning business growth with customer protection.
Where Leadership Meets Cyber Resilience
Penetration testing helps partners shift from reactive defense to proactive strategy, strengthening customer resilience while creating new growth opportunities.
The message is clear: partners who lead with security lead with growth. With the TD SYNNEX Cyber Range and ServiceSolv, partners have the tools, expertise, and support to deliver the kind of security that builds confidence and drives long-term success.
Join TD SYNNEX at Microsoft Ignite (November 17–21, San Francisco) to explore how TD SYNNEX and Microsoft are helping partners build smarter, safer, and more connected businesses.
Additionally, stay connected with TD SYNNEX on LinkedIn, Instagram, and visit our Newsroom for more insights fromThe High-Growth Equation, your source for strategies that fuel innovation and accelerate partner success.
