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SecurityScorecard builds out VAR partnerships

SecurityScorecard, a cloud-based security rating platform provider, this week launched its first channel program.

The new program aims to help value-added resellers (VARs) offer continuous security rating services in what the company believes is an emerging market. Using the company’s platform, VARs can assess and monitor their customers’ security postures, assigning grades to the organizations based on their risks and vulnerabilities. Importantly, the platform assesses the security risks of customers’ third-party vendors.

“[The platform’s] primary use case, from a sales and value-added reseller perspective, is focused on enabling companies … to have visibility into the security posture of their third-party vendors, consultants and suppliers,” said Michael Rogers, vice president of strategic alliances and channels at SecurityScorecard, headquartered in New York.

Rogers added that VARs can potentially use SecurityScorecard ratings to identify opportunities for bolstering customers’ security capabilities. This, as  a result, opens the door to providing professional services and cross-selling security-related products.

SecurityScorecard’s channel program offers access to deal registration, qualified sales leads, sales and technical training, co-marketing funds, and joint business planning. Additionally, partners can also connect with white hat hackers for guidance on designing product sets, the company said.

The program right now is by invitation only, Rogers said. “My feeling has always been, ‘Let’s go with the right ecosystem with the right partners.” Current partners include Gotham Technology Group, Optiv Security, GuidePoint Security, Bayside Solutions and Sycomp.

Gotham Technology’s use cases

Ken Phelan, chief technology officer at Gotham Technology Group, a VAR based in Montvale, N.J., said his company has started to use the SecurityScorecard platform in two ways.

First, the platform helps Gotham’s highly regulated customers audit their subcontractors, he said. These customers typically send their subcontractors multipage questionnaires and spreadsheets, allowing subcontractors to perform a self-evaluation of their security capabilities. “They’re spending a lot of time and energy trying to evaluate the efficacy of the security programs within the subcontractors,” Phelan said. “I think [the SecurityScorecard platform] is a great way of approaching that.”

Phelan said he also sees the SecurityScorecard platform helping customers who need to communicate their security postures to board members. The platform’s ability to continuously monitor an organization’s security health can offer critical insight. “Having a running metric of what we look like on a day-to-day basis is a really valuable thing for customers to … [understand] where they [stand] from a security perspective and how it changes every day.”

While Phelan sees Gotham’s partnership with SecurityScorecard as a promising opportunity for 2017, he said he hopes the vendor will develop more of a managed services play around its offerings.

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