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Sophos' partner program targets cloud security providers

Security vendor Sophos has updated its channel program to support Cloud Security Providers, a new Sophos partner designation; other channel news from the week.

Sophos, a network and endpoint security vendor, has retooled its channel program to help partners support customers using or moving to the public cloud.

The company is backing this initiative with training, certification and financial incentives for companies it has dubbed Cloud Security Providers (CSPs). Sophos said it will provide CSPs with increased partner margin via rebates based on customers purchasing Sophos products on the Microsoft Azure or Amazon Web Services cloud marketplaces. Other CSP components in the Sophos partner program include sales and pipeline lead generation from Sophos free product trials and pay-as-you-go testing, training from Sophos Security Architects who focus on cloud security and migration, and certification as a Sophos CSP.

Kendra Krause, vice president of global channel at Sophos, said a select group of partners helped the company design the program and will immediately join. 

"We expect a steady growth over time as more partners expand their service offerings into the public cloud," she said.

There are two certification tiers for Sophos CSPs: Professional level for partners that emphasize consulting and selling services and Expert level for partners that also offer deployment services. At the Professional level, a Sophos partner must have at least one Sophos CSP Sales Consultant. To qualify for Expert-level status, partners must have at least one Sophos CSP Sales Consultant and Sophos CSP Certified Engineer.

Pepperdata formalizes program for big data partners

Big data performance company Pepperdata debuted a formal channel program this week for selling its DevOps products.

Pepperdata announced the program has two launch partners -- Trace3 and Cloudwick Technologies -- both of which have previously done business with Pepperdata on a more informal basis. In addition to training, sales enablement and support, Pepperdata said partners will have access to a partner portal offering white papers, return-on-investment documents and other assets, slated to roll out next week.

According to Dan Marx, head of sales and partnerships at Pepperdata, based in Cupertino, Calif., the vendor has strong roots in direct sales, selling to "operations folks who are managing big data clusters, especially in multitenant environments." In the last few months, however, the company has seen "a lot of interest and more traction" on the channel side of its business, he said.

"The focus, at least today ... is really [on starting] with some partners that we have a lot in common with that have good relationships with their customers and we see overlap with their customer bases," Marx noted.

Cloudwick, which focuses on data lake technologies and is based in Newark, Calif., has worked with Pepperdata for about four years, said Mark Schreiber, Cloudwick's general manager.

"Because a lot of the clusters that we operate and manage are large in size and upward of 2,000 to 5,000 nodes, we needed to have higher visibility" for clusters and performance characteristics, Schreiber said. "Pepperdata is the best solution of the market [for] rapid performance diagnostics for Hadoop and Spark queries."

While Marx said Pepperdata doesn't have a set number of partners it would like to recruit, the vendor will initially focus on partners with big data expertise.

Trivalent taps partners for commercial market push

Trivalent, a security vendor targeting data protection on edge devices, is tapping partners to extend its market reach as it moves into the commercial space.

The government sector has been the main focus of the Annapolis, Md., company since its launch in 2004. But last year, the company began expanding its technology to meet commercial use cases, said Yiannis Vassiliades, vice president of products at Trivalent.

Trivalent's data protection product, Trivalent Protect, encrypts, shreds and disperses data for storage on a specialized file system. The process is designed to make data unrecoverable if intercepted by an unauthorized user. The product is available in Android and Windows versions. The Android version is certified under the National Security Agency's Commercial Solutions for Classified program, and the company has applied for that status for its Windows offering, Vassiliades said. In addition, the company plans to expand into the iOS market.

The company's channel effort aims to "expand our market reach in the different sectors we want to go after," Vassiliades said.

Those sectors include Trivalent's traditional government market, as well as regulated industries such as financial services and healthcare on the commercial side. A recent alliance illustrates the company's partnering approach. Earlier this month, Trivalent announced a partnership with Iron Bow Technologies, an IT solutions provider that will offer Trivalent's technology to its government and healthcare customers.

"They do a lot of business in the government, and they are also doing business with healthcare," Vassiliades said of Iron Bow, which is based in Herndon, Va. "They map across the areas where we are looking to expand our market reach."

Trivalent is also working with partners that incorporate its products into their offerings. One example is Getac, a maker of ruggedized computers. Trivalent's technology is embedded in some of Getac's products under a distribution and OEM arrangement, Vassiliades said.

Veritas courts cloud partners

Veritas Technologies, a multicloud data management vendor based in Mountain View, Calif., is prioritizing channel partners that focus on the cloud as its overarching technology strategy moves in that direction.

The company has signed up more than 40 midmarket cloud service providers and is working with Microsoft's Cloud Solution Provider (CSP) program, noted Jyothi Swaroop, vice president of solutions portfolio at Veritas. The moves come as Veritas launches new cloud-oriented products and expands a relationship with Microsoft Azure.

At this week's Veritas Vision 2017 conference, the company unveiled two data storage appliances, along with a new version of its NetBackup data protection product and an expanded Information Map data visualization offering that taps into an additional 23 on-premises and cloud-based data sources. The products are part of the Veritas 360 Data Management platform.

Swaroop said the 360 Data Management suite moves the company away from Symantec's product approach. Symantec completed its $7.4 billion sale of Veritas to The Carlyle Group in January 2016.

"Our strategy ... has been to pivot toward the cloud and be an enabler in the cloud," Swaroop said.

EiQ Networks gets funding, new name

EiQ Networks, a security-as-a-service provider that sells through channel partners, has raised an additional $7 million in capital and rebranded itself as Cygilant. Arrowroot Capital, a growth equity firm in Santa Monica, Calif., is leading the latest round of funding. Cygilant, based in Boston, will use the funding to boost development of its SOCVue offering, a security operations and analytics platform, and add more security engineers to its security operations centers (SOCs).

Vijay Basani, CEO at Cygilant, said the company has been partnering with resellers for two years. Channel companies tap Cygilant's security services and SOC resources as an extension of their own security services.

"In cybersecurity, the big challenge for the channel is 24/7 coverage," Basani noted.

Other news

  • Ruckus Wireless, a Brocade company, unwrapped new channel programs for specializing in smart city, large public venue and higher education markets. According to Ruckus, only the vendor's Elite-level partners can join the specialization programs. Additionally, starting in the first quarter of 2018, Ruckus said it will streamline its channel programs into two tiers, a move that aims to make it easier to identify and invest in highest-performing partners.
  • ASG Technologies rolled out a global partner program for its enterprise technology products. ASG said the program targets global outsourcers, system integrators, business partners and solution providers, and it will offer resources such as sales enablement, deal registration and "a cloud lab" for building and testing ASG-powered products.
  • HashiCorp, a cloud infrastructure automation vendor, expanded its partner ecosystem to include resellers and system integrators. The company said resellers and integrators that have joined the HashiCorp Partner Network include Cloud Technology Partners, Contino, Good Dog Labs, Nebulaworks and Solinea.
  • Bromium Inc., a Cupertino, Calif., company that provides virtualization-based cybersecurity platform, unveiled a channel program. The Bromium Partner Network includes Alpha Generation Distribution, Carahsoft, Critical Design Associates, DefendEdge, IPSS and Satisnet.
  • CloudJumper, a workspace-as-a-service (WaaS) platform provider, unveiled a Customer Management Module (CMM) in its partner portal. The CMM lets IT services providers oversee their nWorkSpace WaaS business from one interface, CloudJumper said.
  • Infomart Data Centers, a wholesale data center provider based in Dallas, launched a channel program. The company said its partner program aims to provide its customers with access to a range of IT and data center services. The program offers channel partners sales support, online training and certification programs, and a portal with access to technical, marketing and branding materials.
  • Safe-T, a software-defined access solutions provider, entered a distribution pact with Exclusive Networks, which Safe-T said will accelerate its market entry and growth in the U.S. and EMEA. Safe-T works with a number of channel and technology partners.
  • Quann, a managed security services provider in Singapore, inked a partnership with Claroty, an operational technology network protection vendor. The arrangement will focus on an operational technology solution for critical information infrastructure and cybersecurity in Singapore.
  • Softtek, an IT services provider based in Monterrey, Mexico, has become a premier strategic reseller and implementation partner for SnapLogic in Mexico. SnapLogic specializes in self-service application and data integration.

Market Share is a news roundup published every Friday.

Next Steps

Learn about Sophos' enterprise mobility management tool

Read a review of Sophos Endpoint Protection

Sophos warns of ransomware-as-a-service threat

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