… partner-led strategy for its sales and “our partners are very excited about that because now they know there’s no potential for conflict; there’s no direct sales versus channel,” Belani said.
“We’ve had channel partners, as in the VARs, very interested for awhile, but with the additional innovation, they’re saying, ‘Wow, I can leverage my existing relationships and Cofense is really giving me a land-and-expanse strategy and I can up-sell, and it’s a lot easier in the customer-acquisition cost essentially,'” he said.
On the other end of the spectrum, this was King & Union‘s first time at Black Hat. The company was started in April 2016 and its Avalon software platform allows cybersecurity analysts to optimize their efforts through workflow automation and real-time collaboration.
“Black Hat is a networking thing for us … we do have our clients here so we’re kind of tagging around them all week and we’re looking for new partners that we can bring into the fold,” said Brent Wrisley, King & Union’s co-founder. “We’re just trying to get the word out, get feedback and make new connections.”
Learn how to launch your own UCaaS practice easily and effectively from Howard M. Cohen of HMC WriteNow and Robert… goo.gl/fb/pT8kiA
April 19 2019 @ 18:17:02 UTC