Lastline, an AI-based cybersecurity vendor, less than six months ago signed its first North American distribution agreement, with big plans to grow its partner base by 200%. The company on Tuesday announced that new hire Jarrett Miller, vice president global channel sales, will lead that effort.
As Lastline’s new channel chief, Miller, an industry veteran who has developed channel programs, led channel sales teams and negotiated national and international distribution agreements, is responsible for developing and executing a global sales channel and partnerships with distributors, resellers, system integrators and managed security service provider (MSSPs).
“Today’s resellers behave much more like extensions of their customers’ IT or SecOps organization than a vendor’s sales organization,” noted Greg Enriquez, chief revenue offer at Lastline. “Approaching partners as though they were actually customers is a design philosophy that the Lastline channels team has embraced. This strategy is already showing results as nearly 50 percent of our new logos originated from investments that we have been making in these partners. Adding Jarrett to the team will give us even more focus and attention on these critically important relationships.”
Miller also will manage Lastline’s recruitment, onboarding and training to help partners maximize the company’s joint marketing and collaborative demand generation campaigns.
For more than 20 years, Miller has worked for several companies — Cisco, MCI (now Verizon), eSoft, Solutionary, Bromium, Elastica, Assia and, most recently, Aperio Systems, where he served as vice president of business development. At many of those companies he led or held senior titles within the indirect sales organization.
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“From my first conversation with the leadership at Lastline, I was extremely compelled by the company’s commitment to being 100 percent channel-driven — and I anticipate that resellers, integrators, service providers and other organizations with which Lastline develops partnerships will be equally compelled,” said Miller. “Lastline understands the critical role that the channel plays on behalf of their enterprise customers while offering a unique network security technology. This combination of the company’s highly innovative andeffective technology and a commitment to the channel will yield high-growth results for Lastline, as well as for the company’s partners, and I look forward to leading that charge.”