As the year winds down, advanced persistent threat (APT) defense company Cyphort noted some of the progress it has made in establishing a channel.
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Having started out selling its APT detection technology through a direct sales force, Cyphort now derives 100% of its revenue from the channel, using direct-touch sales to bring opportunities to its partner base, said Denise Hayman, vice president of worldwide sales and channels at the company.
Since launching the partner program in October 2014, Cyphort has tripled the number of partners in the pipeline with nearly 50 partners that signed up to date. Current partners range from larger companies like Optiv Security to regional, boutique players like Latus Solutions, InterCloud Systems and Lifars. Hayman plans to double the number of Cyphort partners in 2016.
Working with the channel has allowed the APT detection vendor to expand its reach into vertical markets. Important markets for Cyphort include healthcare, finance and government, with the healthcare space being the fastest growing. "All areas that have, unfortunately, recently been hit by breaches -- the OPM breach probably being the farthest reaching one, where not only did it affect government employees but also affected healthcare," she said. "So, we're starting to see [breaches] go from market to market because of the data that is mined like that."
Cyphort considers itself to be a "next-generation" APT detection vendor because of its approach to dealing with the increasingly malicious and sophisticated threats that can break through traditional defenses like signatures and sandboxes. Cyphort's APT detection technology includes an array of sandboxes, behavioral analysis and a machine learning engine in the background. "We're not only dealing with what you have to do in terms of keeping everything updated for the latest threats, but we're also ... getting around any of the issues where attackers might potentially get in," Hayman said.
The APT detection technology also uses open APIs to allow it to integrate with existing infrastructure and technology that channel partners have already sold, such as a Palo Alto firewall or a Blue Coat Web proxy.
The partner program offers training, incentive programs, guaranteed margin, marketing support and access to the Security Threat Analysis Report program, through which partners can offer 30-day threat assessments to customers. In 2016, along with doubling its partner numbers, Hayman plans to introduce new programs, certifications and program tiering, as well as to push Cyphort further into international markets.
More IT channel news
Highlights from the week of Dec. 14:
- Distributor Tech Data Corp. introduced Warranty Attach Plus services for authorized resellers of HP Inc. and Hewlett Packard Enterprise (HPE). Warranty Attach Plus will allow partners to locate and select warranties that best fit HP Inc. and HPE hardware purchases. The services incorporate automated, real-time activation of HP Inc. and HPE Care Packs and work with the vendor to check serial numbers, hardware and warranty registration during the ordering process.
- Distributor Avnet Inc. provided its partners with a new option for purchasing Hewlett-Packard Enterprise by adding Built-to-Order servers to its HPE portfolio. HPE's servers and blades include the HP ProLiant DL360, DL380 and BL460c Gen9 Servers, which Avnet will warehouse and ship from its facility in Chandler, Ariz.
- IP carrier Flowroute Inc. launched a reseller partner program to help IT and managed service providers (MSPs) deliver communication products to enterprises. The program offerings include a secure manager portal for setting up business customers, provisioning end users, and using access management tools; sales and technical training; marketing materials; and discounts. Flowroute will also provide support for qualifying reseller partners.
- Backup and disaster recovery vendor Zetta named Mark Seaman as its vice president of sales. In his new role, Seaman will be responsible for furthering Zetta's sales and marketing penetration into the MSP and small to medium-sized business markets.
The U.S. Federal Reserve hiked up its key interest rate.
Digital transformation to drive 2016's channel trends.
Last week, BitTitan released the Azure Starter Kit for partners.