Businesses don’t want cybersecurity products, they want protection. Understanding—and living—that concept is the biggest opportunity for IT service providers (ITSPs), and also the biggest challenge.
Building a true partnership with clients to translate cybersecurity concepts into business outcomes is the holy grail, but there’s often a gap between that strategy and delivering business outcomes, according to Kelly Johnson, ANZ regional sales manager at Pax8 and vice chair of the GTIA ANZ Cybersecurity Interest Group. But working together to identify and close those gaps can help make everyone stronger, she added.
Johnson has been a longtime advocate of communities and sharing best cyber practices, and her efforts helped her get chosen for the 2025 GTIA ANZ Cybersecurity Leadership Award from a panel of GTIA member judges around the world. Johnson was selected for her outstanding commitment, leadership, passion and professionalism in support for GTIA cybersecurity programs.
Note: Pax8’s Maria Armstrong (pictured above second from left) accepted the award on behalf of Johnson at the GTIA ANZ Community Forum & Spotlight Awards event.
We asked Johnson what challenges ITSPs from being more successful in cybersecurity and what advice she has to become more cyber resilient. Here’s what she had to say.
What does the GTIA Cybersecurity Leadership Award mean to you?
I’m genuinely honored to be recognised among so many passionate leaders driving cybersecurity forward in the ANZ channel. This award isn’t about my individual achievement—it reflects the incredible collaboration across our industry and the dedication of the teams and partners I’ve had the privilege to work with. It reinforces how important it is that we continue sharing knowledge and elevating cybersecurity maturity across the channel together.
What is the biggest cyber challenge for ANZ ITSPs and their customers right now?
Right now, the biggest challenge is keeping pace with both complexity and accountability. Threats are becoming more sophisticated, while regulatory and customer expectations are increasing. Many ITSPs are still stretched thin—balancing daily operations with the need to continually uplift their cyber frameworks. The gap between awareness and consistent execution is where risk often lives.
Where is the biggest opportunity for ANZ ITSPs?
The greatest opportunity lies in trusted cyber advisory. Customers are looking for more than products. They need partners who can translate cybersecurity into business outcomes. ITSPs that invest in education, build managed detection and response capabilities, and help clients navigate frameworks like Essential Eight will differentiate themselves and build deeper, longer-term relationships. The GTIA ANZ Cybersecurity Interest Group is a great place for local MSPs and ITSPs to collaborate and share best practices.
What leaders do you look up to and have been inspirations to you?
I’ve been fortunate to learn from exceptional leaders who combine integrity, curiosity, and empathy. Those who inspire me most are people who elevate others—who build strong, collaborative cultures and lead with purpose rather than ego. In cybersecurity especially, I admire leaders who are generous with their knowledge and unafraid to challenge convention in the pursuit of better protection for all. There are so many in ANZ to name!
What advice do you have for ITSPs about improving their cyber resilience?
Start with fundamentals and consistency. Cyber resilience isn’t built overnight—it’s the result of discipline, culture and continuous improvement. Encourage your clients to adopt a framework, measure maturity regularly and treat cybersecurity as an ongoing business practice, not a one-time project. I always say multi factor authentication is not an option! Ensure all your clients leverage this baseline. And above all, invest in your people—skilled, aware teams are the strongest defense any organization can have.
