ThreatTrack Security Inc., a recent spinoff of GFI Software, today announced that it is building out its indirect channel with partners that specialize in enterprise
The Clearwater, Fla., vendor focuses on helping large businesses identify and stop advanced persistent threats (APTs) with ThreatAnalyzer, its core security product. ThreatAnalyzer 5.0, introduced in mid-November, is the company's latest version of its malware analysis solution and features dozens of product enhancements, according to company CEO Julian Waits.
"Our goal now is to differentiate our channel with partners, such as systems integrators, for example, whose core expertise is security and who want to expand their portfolios with ThreatAnalyzer today and our new product that will launch in 2014," Waits said.
Additionally, Waits noted that the company is committed to the channel and is looking to build its business together with its newly recruited security partners. A formal partner program will roll out early next year after the company solicits input from partners. ThreatTrack Security plans on rolling out in the same time frame a new inline, fully automated security product designed to find and remediate security threats.
ThreatTrack currently has traditional channel partners worldwide. In North America, the company has a few hundred partners, with 76% of the company's business partner-led via sales of its Vipre business antivirus software (which GFI acquired with the 2010 purchase of Sunbelt Software). In what Waits calls a blended sales model, in-house sales reps are compensated based on deals that move through the channel.
Today, the average Vipre sale is for 1,000 to 2,000 endpoints. Going forward, the company's goal is to work with partners that can address the complex security requirements of larger enterprises, leveraging ThreatAnalyzer and other future products.
ThreatTrack is looking to recruit partners that have on-site security experts, are able to take on first- and second-level support, work with a myriad of security technologies, perform security assessments, and have consulting expertise that includes the ability to perform risk assessment.
Waits expects that 10% to 15% of its current partners -- those who work at the upper end of its Vipre customer base and have deep security expertise -- will be interested in selling a more sophisticated security product.
ThreatTrack will invest in resources and education to build a program where it positions its partners to become consultants to the consultants, according to Waits.
In July, ThreatTrack laid out The Spyder Initiative, the company's vision for the future of malware Good catch defense, at Black Hat USA 2013 in Las Vegas.