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LookingGlass Invites MSSPs to New Program

By James Anderson
December 07, 2016 - News
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**Editor's Note: Click here for a list of recent important channel-program changes you should know.**

LookingGlass, which bills itself as a threat-intelligence provider, is looking for managed security services providers (MSSPs) to join its new program.

LookingGlass, which provides numerous cybersecurity services – such as threat assessment, anti-phishing and response-and-takedown – launched an MSSP-specific partner program on Wednesday.

LookingGlass' Laurie PotratzLaurie Potratz, vice president of global channels and alliances for LookingGlass, said the company has always been channel-driven; however, it's recently been tasked with unifying the numerous partner programs that had resulted from LookingGlass’ various acquisitions over the years. Potratz noticed a niche emerging a year after creating a singular channel program for solution providers. Many of the solution providers functioned as MSSPs or were interested in trying the practice.

“Many of them said to me, ‘Can I offer your solutions as a service?’ I have this install base of customers – everything from SMB to enterprise – and they need the same security solutions that you’re selling globally as a resale through solution providers," she told Channel Partners.

Potratz said the typical MSSP offers standard security solutions, including patch updates, firewalls and authentication — for SMBs or even enterprise.

“They need to grow and differentiate, and one way to do that is to expand their security practice into threat intelligence to go outside the firewall and look at everything that’s happening on social media and in the dark web and in other areas, to determine what kind of threats could impact them and then how to address that for their install base," Potratz said.

The MSSP program requires that partners have the proper sales-enablement strategy, write a joint business plan with LookingGlass and attend certain marketing events.

But Potratz said her company is especially looking for partners that have a solid background in security.

“I want somebody who already knows security and understands security and is looking to expand their security practice into a cybersecurity platform and has the sales and technical people that can accurately represent what we do and how we do it," she said.

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