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ESentire looks to expand market reach through resellers, MSPs

Security as a service company eSentire hopes to expand its market reach through a new partner program for resellers and MSPs.

Canadian security as a service company eSentire Inc. has introduced an international partner program for its active threat protection offerings and managed security services. Open to resellers, referral partners and managed service providers, the program offers collaborative sales engagement, deal registration, co-marketing support and training opportunities. Partners also have access to channel systems engineers.

"Up to about a year ago, most of channel business was referral partners -- resellers or integrators that would refer us [to] their customers and get a referral fee. But over the last year, we developed a true channel partner program" with reseller and MSP options, said Mark Adams, vice president of corporate development and channel partnerships at eSentire, based in Cambridge, Ont.

J. Paul Haynes, CEO at eSentireJ. Paul Haynes

While the company mainly targets financial services firms, it has customers in a wide range of sectors, including legal services, healthcare, extractive industries, public transportation and IT-based businesses. "The techniques that the various threat actors are using are generally similar, and the techniques that we've developed to detect and contain them have proven themselves to work equally well across sectors," said J. Paul Haynes, CEO at eSentire.

Bob Guilbert, managing direct at Eze Castle Integration, a Boston-based solution and private cloud services provider and eSentire partner, described his company's partnership with eSentire as three-dimensional. Eze Castle provides outsourced IT, private cloud services and infrastructure as a service to the alternative investment space, complementing those offerings with help desk, voice over IP, disaster recovery and security services that are built on eSentire's managed service offering.

Eze Castle signed up with eSentire about four-and-a-half years ago as a client and became a referral partner about two years later, he said. Last year, Eze Castle became a reseller and white labeled eSentire's services.

"We're a client, we're a referral partner, and we're also an active reseller of theirs and their technology services," he said. "We're leveraging all the elements of their partner program wherever possible, and we're doing it on a global basis."

Mark Adams, vice president of corporate development and channel partnerships, eSentireMark Adams

ESentire currently has about 40 partners and is looking to expand its geographical and vertical reach through new partnerships. "We're pretty much 65%, 70% in financial services. We're hoping our partners will allow us to spread out into different verticals, such as healthcare [and] retail," Adams said.

Last week, eSentire announced that it secured an investment of $19.5 million co-led by investors Edison Partners and Georgian Partners, with participation from Cisco Investments. Additional participants included Northleaf Ventures Catalyst Fund and Information Venture Partners II. According to Haynes, a portion of that funding will be used for eSentire's channel expansion.

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