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MDR service provider CI Security aims to grow channel sales

CI Security revamped its Critical Insight Channel Partner Program in a bid to engage more partner types. The MDR service provider also revealed an alliance with Synnex.

MDR service provider CI Security has taken the next step in its evolution by retooling its partner program and forming a global distribution alliance with Synnex.

Established as a consulting company in 2011, CI Security grew from founder Michael K. Hamilton's experience as a chief information security officer for the city of Seattle, according to Colin Brissey, vice president of sales at CI Security.

"We have done well in highly regulated markets, like government and healthcare," Brissey noted.

That emphasis led to significant growth in revenue, as well as its increased reliance on channel partners. Brissey said CI Security has tripled the size of its channel team in the last three years.

Increased partner engagement

The company first launched the Critical Insight Channel Partner Program in February 2019. "Our initial focus was on regional U.S. resellers with a[n] [expertise in] networking and security," Brissey said.

We have done well in highly regulated markets, like government and healthcare.
Colin BrisseyVice president of sales, CI Security

However, the company's security offering, which include managed detection and response (MDR), also interested other partner types. Telco agents and a few healthcare group purchasing organizations (GPOs) resell CI Security's offerings, he noted.

By revamping the Critical Insight program, CI Security will aim to improve engagement with its broad array of partners, including global distributors, integrators, IT agents and vertical specialists.

The updated partner program also adds improved partner incentives and an online co-marketing portal, according to the company.

A new distribution option

CI Security said a nonexclusive distributor agreement with Synnex gives Synnex partners access to CI Security's Critical Insight MDR offering, as well as its professional services. The company's professional services include penetration testing and risk assessments.

"One of our goals is to expand our services internationally, and Synnex can help us in that area," Brissey said. CI Security plans to branch out first to Canada, followed by Great Britain, before pushing into other countries.

Brissey said CI Security views channel partners as an important driver for growing revenue. "Right now, partners account for a little less than 50% of our revenue. We want to grow that number to more than 60% by the end of the year," he said.

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