‘7 Minutes’ with CyberArk VP of Channels and Alliances Scott Whitehouse



**Editor’s Note: “7 Minutes” is a feature where we ask channel executives from startups – or companies that may be new to the Channel Partners audience – a series of quick questions about their businesses and channel programs.**

A much-discussed session at this year’s RSA conference involved a demo by CyberArk researchers showing how an attacker could create a privileged account in AWS, Azure or Google Cloud Platform and then use that access to steal data. This isn’t theoretical — it’s exactly how attackers got hold of millions of Uber driver and passenger records. The gory details of how a good DevOps account went very bad are here.

Your customers almost certainly have a privilege problem: One new study says close to half of data breaches in the past year involved these accounts.

From a process standpoint, partners should advise customers to avoid multi-user admin accounts with shared passwords, and all users should have only the access that they absolutely require, for only as long as they need it. However, that won’t eliminate the problem. Sometimes old accounts are forgotten, and there are techniques that malicious users may employ to become what CyberArk calls “shadow admins.”

CyberArk's Scott Whitehouse

CyberArk’s Scott Whitehouse

To seek out and control these accounts, companies including CyberArk provide PAM, or privileged access management, tools that find, secure, control and monitor privileged access across a customer’s on-premises and cloud systems. These tools log any actions taken with admin accounts, prevent escalation of privilege, raise alerts when anomalies are detected, and more.

While CyberArk is a leader in the PAM market, counting more than 50 percent of the Fortune 100 among its customers, the company has channel-focused challengers including BeyondTrustThycotic, and One Identity. We asked CyberArk’s VP of channels and alliances Scott Whitehouse why MSPs should select his newly expanded multitenant service, what programs are available for resellers and how he expects this market to evolve.

Whitehouse has a long tenure in the channel. Before joining CyberArk, he managed a regional channel team for Hewlett-Packard and helped set up HP’s global strategic alliance program.

Channel Partners: Tell us what customers love about your product or service. What’s the secret selling sauce?

Scott Whitehouse: CyberArk’s “secret sauce” for delivering proactive security solutions is a combination of innovation, research and unequaled cybersecurity experience. We’re a trusted adviser to our partners and customers. We encourage a “think like an attacker” mindset, empowering partners to offer proactive privileged-access security solutions that can reduce risk across all customer environments — on premises, in hybrid-cloud environments and at the endpoint.

We’re continuously investing in the success of our channel partners. We recently announced an expanded Managed Security Service Provider (MSSP) offering featuring a new multitenant, pay-as-you-go option. This provides partners with greater flexibility and the ability to easily add privileged-access security capabilities to their portfolios so they can expand market opportunities and create new revenue streams.

We also launched the CyberArk Marketplace as the industry’s broadest and deepest portfolio of privileged access security integrations, making it easy to find and deploy integrations in as little as four clicks. With CyberArk Marketplace, channel partners can accelerate the sales process by …

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