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SecurityScorecard builds out VAR partnerships

SecurityScorecard, a cloud-based security rating platform provider, this week launched its first channel program.

The new program aims to help value-added resellers (VARs) offer continuous security rating services in what the company believes is an emerging market. Using the company’s platform, VARs can assess and monitor their customers’ security postures, assigning grades to the organizations based on their risks and vulnerabilities. Importantly, the platform assesses the security risks of customers’ third-party vendors.

“[The platform’s] primary use case, from a sales and value-added reseller perspective, is focused on enabling companies … to have visibility into the security posture of their third-party vendors, consultants and suppliers,” said Michael Rogers, vice president of strategic alliances and channels at SecurityScorecard, headquartered in New York.

Rogers added that VARs can potentially use SecurityScorecard ratings to identify opportunities for bolstering customers’ security capabilities. This, as  a result, opens the door to providing professional services and cross-selling security-related products.

SecurityScorecard’s channel program offers access to deal registration, qualified sales leads, sales and technical training, co-marketing funds, and joint business planning. Additionally, partners can also connect with white hat hackers for guidance on designing product sets, the company said.

The program right now is by invitation only, Rogers said. “My feeling has always been, ‘Let’s go with the right ecosystem with the right partners.” Current partners include Gotham Technology Group, Optiv Security, GuidePoint Security, Bayside Solutions and Sycomp.

Gotham Technology’s use cases

Ken Phelan, chief technology officer at Gotham Technology Group, a VAR based in Montvale, N.J., said his company has started to use the SecurityScorecard platform in two ways.

First, the platform helps Gotham’s highly regulated customers audit their subcontractors, he said. These customers typically send their subcontractors multipage questionnaires and spreadsheets, allowing subcontractors to perform a self-evaluation of their security capabilities. “They’re spending a lot of time and energy trying to evaluate the efficacy of the security programs within the subcontractors,” Phelan said. “I think [the SecurityScorecard platform] is a great way of approaching that.”

Phelan said he also sees the SecurityScorecard platform helping customers who need to communicate their security postures to board members. The platform’s ability to continuously monitor an organization’s security health can offer critical insight. “Having a running metric of what we look like on a day-to-day basis is a really valuable thing for customers to … [understand] where they [stand] from a security perspective and how it changes every day.”

While Phelan sees Gotham’s partnership with SecurityScorecard as a promising opportunity for 2017, he said he hopes the vendor will develop more of a managed services play around its offerings.

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Interesting point of view however a bit mis-guided. The hosted virtual desktop market is the perfect alternative to the in-house VDI model. It offers huge ROI benefits over building it yourself and creates a true desktop DR strategy. Moreover, companies like Desktop, Horizon Private Cloud, tuCloud, and the like are providing a Hybrid cloud architecture that enables the IT team to maintain their data center with it servers while outsourcing the total desktop experience. This eliminates the complex app virtualization issues noted in the article.

We predict that 2012 will see IT departments forced to look at the TCO of hosted virtual desktops as a true cost alternative to in-house VDI.

Thanks for your time.

Robert Christiansen, CTO - Horizon Private Cloud
Very interesting read indeed! Virtual desktop infrastructure (VDI) as a wholesale replacement for PCs is a very simplistic view of a dynamic and exciting trend of change in the way applications are delivered and consumed at both individual as well as enterprise level. VDI is often looked as a proxy of this interesting trend and all related technologies.

Our view is that VDI projects should be looked as transformational projects and often, we need to look ‘beyond VDI’. Our article talks about this journey in fair detail...

As Dave rightly suggests ‘a shift from providing Windows desktops to providing apps … on any mobile device carried by the knowledge worker’, the change is in the wholesome architecture of application distribution. Desktop virtualization technologies like VDI are just enablers to this change and we believe enterprise application delivery mechanisms even to stationary and quasi-mobile task workers are also changing with the trend catching up.