Continuum's new IT security tools tackle skills gap for MSPs

Continuum's new security offerings aim to help managed services providers overcome the cybersecurity talent shortage, the vendor said, and other news from the week.

Continuum, a management platform provider, said it plans to offer a portfolio of IT security tools for channel partners.

Continuum Security, which aims to help partners offer managed security services, will debut in the Q1 2018, with an early access period for select partners slated to begin in Q4 2017. At launch, Continuum Security will include two offerings: Profile & Protect and Detect & Respond.

Profile & Protect lets managed service providers (MSPs) use a profiling tool to determine which specific threat vectors to protect each client against. The profiles are built for threat vectors such as phishing and ransomware, insider threats, external threats and top exploits, according to Continuum.

The Detect & Respond component monitors, analyzes, detects and responds to attacks, the company said. This offering uses Continuum's security operations center (SOC).

Fielder Hiss, vice president of product at Continuum, said the IT security portfolio addresses the skills gap many channel partners experience when it comes to cybersecurity.

"There is a true shortage, and IT partners ... are not able to build staff," he said.

The security service portfolio also aims to help partners set expectations for their clients, Hiss said, noting the lack of security understanding among small and medium-sized business customers. In addition, the company's IT security tools fill a gap in the market with regard to security products, he said.

Hiss said tools in the market often don't fit the needs of service providers. Tools available to service providers include enterprise products attempting to move down market and consumer-grade tools. Overall, the tools on offer typically don't lend themselves to the MSP model, he noted.

"It's a round peg in a square hole," he said.

Hiss said the goal of Continuum's IT security tools portfolio is to let channel partners "completely outsource all the cybersecurity expertise to us," noting that Continuum will assist with training, positioning and selling.

But channel partners offering some security services can also tap Continuum's security portfolio on an a la carte basis. Hiss said the portfolio is designed to be modular and flexible for such partners.

Dell EMC ramps up resources on the storage front

Dell EMC will focus on the storage market for the second half of its fiscal year, according to the vendor.

In a recent interview with SearchITChannel, Cheryl Cook, senior vice president of global channel marketing at Dell EMC, said Scott Millard was appointed in September to lead the company's global storage channel sales, reporting to channel chief John Byrne. Millard previously led the global channel of Virtustream, a public cloud infrastructure provider. Cook said Dell EMC will provide Millard's organization with about 100 specialty storage sales people "that are all aimed at helping our partners win and be more successful and effective."

To further spur storage sales, Dell EMC also launched several sales performance incentive funds (SPIFs), as well as a hub for campaign materials, training and other assets for partners. The SPIFs include rewards for selling from Dell EMC's midrange storage and data protection portfolios.

Besides storage business, Cook said Dell EMC will continue its aggressive efforts to pick up new customers via its partners. She credited Dell EMC partners for adding about 18,000 new customers by the end of the vendor's second quarter this year.

Other news

  • Office Depot revealed that it will acquire IT services provider CompuCom for approximately $1 billion. According to CompuCom, the move will help Office Depot shift from selling office products to providing business services and technology offerings. "Technology is the office supply of the future," said Office Depot CEO Gerry Smith in a press release.
  • Twenty managed security services providers (MSSPs) have deployed a new event orchestration offering from Advanced Threat Analytics. The company's Alert Classification Platform aims to reduce the volume of alerts that MSSPs and enterprise SOCs receive.
  • Mojo Networks, an enterprise Wi-Fi vendor, unveiled a channel program for MSPs. The program lets partners offer Wi-Fi as a service and provide additional capabilities such as configuration, monitoring and troubleshooting, according to the company. The program also offers an MSP online portal that provides applications for field provisioning, billing, monitoring and multicustomer management.
  • Data protection vendor Digital Guardian revamped its Synergy Global Partner Program. The new program includes bolstered enablement resources, a refreshed deal registration system, as well as a clear set of rules of engagement, according to the vendor.
  • Pulseway, a provider of remote monitoring and management (RMM) software, rereleased its Pulseway Free offering. Pulseway Free is a free edition of the vendor's software, providing users a limited set of RMM capabilities to test out the product.
  • Oracle NetSuite said it added Moss Adams, an accounting, consulting and wealth management firm, to its Solution Provider Program. Through the program, Moss Adams will offer market development, consulting and implementation services for Netsuite ERP, CRM, e-commerce, human resources and professional services automation, NetSuite said. Moss Adams will focus on a range of markets, including biotech, apparel and beverage industries.
  • BitTitan, a cloud service enablement company for IT services providers, named David Geevaratne as its director of sales for the Americas. Geevaratne joins BitTitan from New Signature, a Microsoft partner he co-founded, where he served as president and chief sales officer.

Market Share is a news roundup published every Friday.

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