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Demisto launches formal channel program, targets MSSPs, SIs

Demisto, a vendor in the security automation and orchestration space, has unveiled a channel program, as it sets its sights on large enterprise customers; other news from the week.

Demisto, a security automation and orchestration vendor, has unveiled the Nucleus program for channel and integration partners.

The Nucleus program offers resources and benefits, such as deal registration, training and partner tiers, and it targets managed security services providers (MSSPs), system integrators, technology partners and consulting partners. Demisto, which doesn't sell directly to customers, will also provide partners with incumbency protection.

"We are being brought into some of largest organizations in the world and presenting them with the Demisto platform, and we are in active POCs [proofs of concept] with many of them today," said Bob Kruse, vice president of worldwide business development and channel at Demisto, based in Cupertino, Calif.

Kruse said Demisto is pursuing large enterprise customers in four vertical markets: financial services, critical infrastructure, healthcare and manufacturing.

"All of the top players in each of those verticals are absolutely our targets," he said. He added that Demisto has the ability to go downstream to small and medium-sized enterprises, as well.

Demisto's channel roster currently stands at about 30 companies, he said, including regional partners HIC, Avantgarde, Fortifire and Waveport; national partners Critical Start, Fishtech, Optiv and Sayers; and global partners Wipro and Performanta. Kruse said, this year, Demisto would like to sign up at least two more service providers, a direct market reseller and about two more national partners. Additionally, Kruse said the company needs regional partners on the Eastern Seaboard.

We are being brought into some of largest organizations in the world and presenting them with the Demisto platform, and we are in active POCs with many of them today.
Bob Krusevice president of worldwide business development and channel, Demisto

According to the Demisto, integration with disparate systems is a key tenet of the company's value proposition. Demisto's technology currently integrates with more than 400 other security and collaboration products, said Rishi Bhargava, co-founder of Demisto.

Other cybersecurity vendors rolling out channel partner programs include Digital Shadows and Strongarm. Digital Shadows, a digital risk management company, launched its Channel REV program and partner portal. Digital Shadows said its channel initiative aims to help partners build professional services around its SearchLight offering. The portal offers access to marketing collateral and other content, while also letting partners request quotes, track opportunities and request market development funds.

Strongarm, an automated malware protection provider, unveiled a partner initiative for managed service providers and value-added resellers. The Strongarm Partner Program aims to help partners offer security services to small and medium-sized businesses.

Dell EMC cites Q1 channel growth  

Dell EMC said its unified partner program is off to good start following its launch on Feb. 1, the start of the company's fiscal year.

In its recently released first-quarter financial results, Dell Technologies highlighted its 17th consecutive quarter of share gains in the client PC market. The vendor noted it also saw growth in the server market. Additionally, the integration of Virtustream's cloud offerings into the Dell EMC channel program has scored some significant early partner wins.

"We were delighted with the overall results and momentum that we continue to see in the business," said Cheryl Cook, senior vice president of global channel marketing. "We are continuing to ... see strong growth in the channel, helping us achieve those results and drive that overall performance."

The Dell EMC channel program launched with focuses on cross-selling across the technology portfolio, attaching services and acquiring new customers. To encourage customer acquisitions, Dell EMC introduced a new business incentive for partners. Cook said the channel delivered about 6,000 new customers to Dell EMC in the first quarter.

The company also demonstrated its commitment to "zero-tolerance governance" of the rules of engagement during the first quarter. "We had examples where we had to take actions on some internal inappropriate behavior, and we also took actions and terminated a couple partners for poor partner behavior," Cook said.

Agosto migrates e-commerce firm to Google's cloud

Agosto Inc., a cloud services and development company based in Minneapolis, completed an IT infrastructure redesign for Unilog, an e-commerce solutions and services provider.

Rick Erickson, executive vice president at Agosto, said the project began about three years ago. In the initial phase, Agosto evaluated Unilog's application stack.  The cloud services provider recommended migrating from the company's private hosted environment, housed in a colocation facility, to Google's public cloud. Agosto also created a roadmap for Unilog, based on a cloud modernization analysis.

Elements of the roadmap include optimizing virtual machines for the Google Compute Engine; performing Google Cloud Platform optimization analysis for utilization, spending and architecture; and extending the revised architecture to take advantage of microservices.

Other news

  • MKACyber, a managed security operations services provider and security consulting firm, received $4.1 million in series A funding. The company, based in Fairfax, Va., said the investment will be used to extend its MSSP business, sales and channel efforts, customer support, and marketing initiatives. MKACyber also announced the appointment of Cindy Gagliano as president. Gagliano previously worked for the Consumer Financial Protection Bureau, the Department of Health and Human Services, and Booz Allen Hamilton.
  • Unified Office said Bay Microsystems, a data solutions company, has deployed its Total Connect Now offering, a voice over IP and analytics business communications platform. Ray Pasquale, CEO of Unified Office, which provides VoIP on a managed services basis and is based in Nashua, N.H., said about two-thirds of the company's business is in the services category, noting wins with quick-service restaurants and with TeamLogic IT, an IT management services provider. Pasquale said the Bay Microsystems deal is representative of what he described as the market's shift away from legacy operators.
  • Ingram Micro Inc. said it can now offer channel partners access to Apple technology training through an agreement with LearnQuest, an Apple Authorized Global Training Provider. The arrangement provides individual, enterprise and technical training.
  • TestPlant, an automated testing company, appointed Andy Menzies as executive vice president of EMEA sales and global alliances. Menzies will lead the TestPlant's business development strategy and partnership efforts, as well as direct sales, in EMEA, according to the company.
  • Xerox released two marketing kits for channel partners. The Future of Work Forum Kit provides resources for hosting customer events, while the Demand Generation Kit offers promotional tools.

Market Share is a news roundup published every Friday.

Next Steps

Read about other security vendors that have launched channel programs

Find out more about Dell EMC's integrated channel initiative

Learn about the channel partners' role in Google's cloud environment

Dig Deeper on Channel partner program news