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Cyberbit, a cybersecurity spinoff of Israeli military defense giant Elbit Systems that’s been doing business in the United States for about six months, announced Tuesday the formal launch of its North America channel program. Stephen Thomas, Cyberbit’s VP of sales, said the company is looking to work with MSSPs, VARs, distributors and consultants and that sales are 100-percent through the channel.
“We don’t intend to do any business direct," said Thomas. “We have a strong desire to build very, very good, long-tenured relationships in the partner community."
For now, the company has just a few dozen resellers and a limited list of technology relationships, including with HPE for its ArcSight SIEM. But Thomas, who was previously Symantec’s VP of channel sales, says he expects rapid growth, with the company projected to double or triple in size by 2017.
Thomas calls margins “in line with" competing security programs but says it’s difficult to generalize because the company offers diverse solutions: endpoint detection and response (EDR), SOC automation and orchestration, a cyber range training and simulation platform, and industrial control/SCADA system security.
Channel partners will likely be most familiar with the hyper-competitive EDR space. Eric Parizo, senior analyst, enterprise security at Current Analysis, says that with more than two dozen competing EDR vendors, Cyberbit needs to significantly incentivize prospective partners to attract interest.
“On a basic level, it must have a good answer when solution providers ask, ‘Well, why should I sell your stuff when it's easier and roughly as lucrative to sell Cylance? Or Carbon Black? Or SentinelOne?’" said Parizo.
Thomas acknowledges that reality but is banking on the company’s channel-centric focus to attract resellers.
“We’re going hard with and for partners," Thomas said. “That’s first and foremost." He also cites the maturity of Cyberbit’s technology versus what partners might get from a startup.
“You got two guys and two girls in a truck and they got some funding," he said. “For Cyberbit, these aren’t technologies where a partner’s going to have to wonder if they work. It will prove out. These are technologies that are in place at very large nation states and companies around the globe."
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