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Black Hat: Collaboration Needed to Fight Cybercriminals

Google's Parisa Tabriz at Black Hat 2018

… MSPs. MSPs traditionally had focused on the IT stack, but now increasingly those silos between IT and security have been coming down, and in order to stay relevant, and in order to decommoditize their offering, many MSPs now are finding that they have to offer security solutions for their customers. Yet with this shortage of workers in the IT security space, it’s very difficult for them to create value-added offerings to their customers to implement the technologies and help their customers manage them.”

eSentire’s offering doesn’t require those skilled IT security workers to implement it on behalf of the MSP’s customers, Braden said.

“So we give the ability to sell a security solution … without requiring the hard-to-find, hard-to-retain personnel to implement it,” he said. “We’ve seen a lot of interest on the part of MSPs.”

Perry Carpenter, KnowBe4‘s chief strategy officer, said channel is a big strategy for his company and is a “force multiplier.” The company provides security-awareness training.

“And we believe we can help channel partners as well because we’ve got a compelling offering,” he said. “Where we come in is helping people deal with the human side of security and with the fact that the vast majority of breaches right now happen because of some sort of human error. So the very fact that we can come in and help with the human side of security should be a compelling offering for the channel community.”

Cody Cornel is CEO and co-founder of Swimlane, which provides a security orchestration, automation and response (SOAR) platform.

“We have relationships with VARs, distributors, MSPs, boutique consulting firms, both commercial and federal, and we really support all of the above,” he said. “We’re continuing to expand our go-to-market and we’re very focused on [the] channel, and we’ve seen some really good success with some great logos across a broad variety of verticals that we’ve done with our channel partners. The channel is the trusted adviser to the great majority of the market that we’re trying to get to, so we really look forward working with those partners.”

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