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Menlo Security taps distributor to extend channel reach

Menlo Security, a company that provides a cloud-based malware isolation platform, aims to expand its channel reach through a partnership with Cloud Harmonics, a cybersecurity and cloud technology distributor.

Through the linkup, announced June 14, Cloud Harmonics will provide “customized training, services and support” around Menlo Security’s malware isolation offering to more than 400 value-added resellers (VARs) in the distributor’s channel partner community.

Doug Schultz, vice president of Americas and APAC at Menlo Security, said the company earlier this year made a decision to pursue a 100% channel go-to-market strategy. He said the company’s field sales team can only do so much to build a channel, talking to some of the larger accounts and aligning with larger regional and national VARs.

“We want to get more scale,” Schultz said.

Menlo Security was one of ten startups highlighted at the 2016 MIT Sloan CIO Symposium’s Innovation Showcase. About half those companies, including Menlo Security, are cultivating channel relationships at an early stage in their development. The company launched its malware isolation platform in early 2015 and has customers in the U.S., Europe and Asia.

Scale is an important element of Menlo Security’s new distribution alliance. Cloud Harmonics, however, offers Menlo Security more than access to VARs. It also provides online product training to channel partners’ customers as well as the VARs themselves. Cloud Harmonics provides training on products from a number of security vendors including CrowdStrike, Palo Alto Networks and Skybox Security.

Schultz said Menlo Security’s relationship with Cloud Harmonics also helps the security vendor stand out in the market. He reckons there are around 1,100 security vendors in the market, adding that Cloud Harmonics can help VARs and their customers understand where new offerings fit within the security landscape.

The channel hasn’t always been the first stop for early-stage technology companies and their sales plans. But some startups are approaching the channel early on to jumpstart their growth and bring their technology to harder-to-reach smaller businesses.