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Attivo Networks enlists partners to sell deception-based security

Attivo Networks introduced a new partner program to sell its deception-based security technology; other IT channel news from the week.

Attivo Networks Inc., a Fremont, Calif., company that provides deception-based security technology, took the wraps off a partner program for security-focused solution providers.

Attivo Networks Authorized Partners can access the company's Threat Matrix Deception and Response platform. The platform includes Attivo Networks' BOTsink deception engagement servers and decoys, ThreatStrike end-point deception suite, Attivo Central Manager and ThreatPath attack path vulnerability assessment.

Carolyn Crandall, chief marketing officer at Attivo Networks, said the technology gives partners the opportunity to help customers deal with threats inside corporate networks that other prevention systems may have bypassed. The platform also provides attack analysis and forensics to accelerate incident response, according to the company.

She also pointed out that Attivo Networks' technology can extend the value of the security products channel partners have already deployed for customers. The company offers third-party integrations that link its platform to perimeter and endpoint security products as well as security information and event management (SIEM) tools.

An integration with ForeScout Technologies Inc.'s CounterACT product, for example, lets partners automate the process of blocking attackers or quarantining endpoints based on suspicious activity, according to Attivo Networks.

"It opens a lot of doors for partners," Crandall said of the Attivo Networks' platform.

John Quinn, vice president of worldwide channels at Attivo Networks, said the company's partner program aims to build strong profitability for partners and uses measures such as deal registration to protect their investment as they create business opportunities. The program enables partners to operate independently as much as possible "so they look like heroes to their customers," he said.

"Partners want to be what's visible to the customer," Quinn added.

Channel partners working with Attivo Networks have the ability to generate recurring revenue via license renewals, professional services and support contracts, the company noted.

Quinn said Attivo Networks is looking for channel partners that have a history of being "very focused on security." He defined that focus as not only possessing technical expertise in security, but also having the ability to conduct what he said are oftentimes "very challenging security discussions with customers."

He said Attivo Networks works with national VARs, regional VARs and partners that are "specifically looking to incorporate deception into what they do for smaller customers from a managed security services perspective."

Other partners, meanwhile, specialize in areas such as industry control systems, Crandall said, noting that Attivo Networks offers products for protecting SCADA devices.

Infoblox forges new ties through TAP Program

Network control company Infoblox launched the Technology Alliance Partner (TAP) Program, which formalizes its efforts to develop an ecosystem of technology partnerships. Through the TAP Program, ecosystem partners can integrate their technology with Infoblox's software through the vendor's API framework.

"Security is a very diverse market. You don't have any single security vendor that can lay claim to solving all of the security problems that an enterprise has," said Kanaiya Vasani, vice president of corporate and business development at Infoblox. "The only way for you to protect your network comprehensively is to get these individual point products to talk to each other."

Infoblox does about 95% of its business through channel partners, Vasani said, many of which are "trying to move up the value chain." He said the TAP Program offers partners access to pre-integrated technology that they can then enhance with services.

More than 30 technology partners have signed up in the program, including Carbon Black. "We have been partnering very actively with vendors that offer complementary solutions in the market," he added. Infoblox also recently expanded its technology partnership with Qualys.

Virtustream outlines plans for 2017

Scott Millard, vice president of sales, global channels and alliances at Virtustream, the public cloud infrastructure owned by Dell EMC, recently spoke to SearchITChannel about the company's goals for 2017.

One top priority, Millard said, is to "partner very closely" with Dell EMC's John Byrne, president of global channels, and Jay Snyder, senior vice president of global alliances, service providers and industries. Virtustream has been working with Byrne to develop the new Dell EMC channel program, slated to launch at the start of the Dell EMC's fiscal calendar year in February, he said. All of Virtustream's offerings will be available to Dell EMC partners through the program.

"I think it goes without question that Dell [EMC] has the strongest partner ecosystem in the industry," he said. "We would be crazy not to leverage that partner ecosystem. We are going to plug into their program as best we can."

Virtustream recently integrated its Storage Cloud offering with Dell EMC's MyQuotes quote-to-cash system, enabling partners to use the tool to quote, configure and order the technology. Further integrations with Virtustream Enterprise Cloud will be a major priority next year, as well, he said.

Virtustream currently works with several big-brand customers, such as Coca Cola, Hershey's, General Electric and Domino Sugar, and has a strong focus on the federal market. Next year, the company plans to focus on the healthcare vertical and has a healthcare-related cloud offering in the works today, Millard said.

Citrix names new partner VP; channel personnel moves

Craig Stilwell has been appointed vice president of worldwide partner strategy and sales at Citrix. Stilwell, who has been with Citrix for more than 17 years, was previously area vice president of Citrix's U.S. Commercial business. He replaces Kimberly Martin, who became the company's channel leader in 2015. A Citrix blog post said Martin is no longer with the company, but provided no additional details.

Carrie Reber has been appointed vice president of worldwide marketing at DataCore Software, a software-defined storage vendor based in Fort Lauderdale, Fla. Reber will be responsible for the company's sales and channel initiatives. She was previously vice president of international marketing at Datto.

Dave Hauser has been promoted to vice president of PlumChoice Inc.'s cloud business. He was previously general manager of the Lowell, Mass., company's cloud and managed services business.

Trace3 debuts Security Business unit

Trace3, an IT solutions provider and consulting firm based in Irvine, Calif., launched a Security Business unit. The business unit marks a broad expansion of the company's cybersecurity consulting offerings, according to the company. The unit will focus on four practice areas: identity and access management, data security, security operations, and security strategy. The security offering is built around Trace3's Envisioning methodology for delivering professional services.

Tony Olzak, vice president of security at Trace3, said the timing of the Security Business unit's rollout reflects customers' security challenges with respect to cloud computing, big data, the internet of things and DevOps. Customers' security teams struggle daily to "bolt on requirements when projects are already in flight," he said.

"Our customers essentially demanded we build a Security Business unit and integrate that expertise into everything we do," Olzak added.

Other news

Here's a look at highlights from the week:

  • SolarWinds MSP introduced the latest version of MSP N-central, its remote monitoring and management (RMM) platform. MSP N-central now features integration with SolarWinds MSP Backup and Recovery, custom professional services automation integration, and role-based permissions. MSP N-central also includes a new patch management dashboard, Mac scripting and an upgrade to the AV Defender engine, the company said.
  • CoreDial, a white-label cloud communications provider, released a new mobile application that targets small and midsize businesses (SMBs). The app aims to simplify business communications with features such as one-click-to-join audio conferencing, extension dialing, and capabilities for managing auto-attendant settings, said Caitlin Clark-Zigmond, CoreDial's vice president of product management.
  • Faction, an infrastructure-as-a-service provider, has been named the official cloud service provider of the Denver Zoo. The zoo migrated from an on-premises IT environment that used tape backups to a Faction cloud platform, which uses hypervisor-based tools to replicate the zoo's critical applications and production data to Faction's cloud offering.
  • Continuum, which provides an IT management platform for channel companies, has unveiled a free web-based tool that lets managed service providers (MSPs) create custom-branded marketing and sales collateral. The tool, called Continuum Content Creator, enables partners to promote and resell Continuum's RMM platform, according to the company. Continuum said 23 assets are currently available and those may be customized with MSP logos, contact information, color palette and other items. Continuum partners can access the tool in the marketing section of the company's partner portal.
  • Robotic process automation has the potential to transform the IT service industry. Now, channel partners have an opportunity to kick the tires for free. WorkFusion has unveiled a free RPA product for enterprise operations. The offering, WorkFusion RPA Express, is available via invited beta and will launch globally in early 2017 as a free download.  
  • Uplevel Systems, which provides managed IT services to small business IT consultants, released its Unbox product for IT consultants and MSPs. Unbox delivers IT infrastructure services, such as Wi-Fi, storage and backup, and security, to SMBs.
  • Security vendor EiQ Networks added seven new resellers to its partner program. The new resellers include ACCi, BFG Cyber Security Solutions and Netswitch in the U.S. and international partners Altech, Innovatec, Softlogic and Novigotek. According to the company, more than two dozen resellers now offer its SOCVue security-as-a-service product.

Market Share is a news roundup published every Friday.

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