… different,” Gravel said.
Why should partners pick Cyxtera to learn the ropes?
“Cyxtera can teach the partner the business around security, and then help them with tools and processes to go to market so that they are comfortable with selling,” she said. “That’s the key thing: being comfortable. It’s really, really hard to do. There [are] lots of players and there’s lots of confusion; customers have bought things in security that they don’t need.”
That layering on of solutions is a common customer compliant. “We not only will help them utilize what they have, but also make their lives a lot easier,” said Gravel. One way is by having secure infrastructure; in that regard, Cyxtera has a “leg up” on traditional colocation providers, Gravel said.
“I think we also have a leg up on a typical security software provider because we look at the physical environment as well,” she said. The company can work with its partners to suggest how to protect customers’ facilities as well as the IT infrastructure.
An early partner is communications brokerage Westven.
“In forming a partnership with Cyxtera, Westven will strengthen its ability to deliver both mature and emerging technology services to our clients through the company’s impressive data center footprint,” said Justin Charette, Westven’s president. “We also see Cyxtera’s investment in its modern cybersecurity portfolio being in line with our clients’ needs to reduce their exposure to a highly dynamic threat landscape and will enhance our ability to provide meaningful solutions to secure their most critical assets.”