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



… driving awareness and access to available integrations. Partners will also be able to contribute their own integrations to the CyberArk Marketplace to help expand the community and drive competitive differentiation.

We want to make it easy for our partners to do business with CyberArk, enable them to scale their privileged-access security offering over time, and, most importantly, improve overall security for their customers.

CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features?

SW: CyberArk’s channel program enables the flexibility for partners to work with us in a number of different ways, from onsite deployments and advisory services to reselling and managed services. We’ve built a community that brings together the strengths of advisory consultants, global systems integrators and regional solutions providers to help customers reduce risk and protect against cyberattacks. While the program is growing, we’re very much focused on quality over quantity and working with partners that really understand our vision and the future of privilege and secrets management.

The program itself consists of three levels – platinum, gold and silver. Our certification and training courses are core to the program and available to partners online via our partner portal, virtual classroom and face-to face classrooms. We also provide additional support to help scale deployments.

CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin.

SW: CyberArk works with more than 350 channel partners and systems integrators around the world. In [the first quarter of] 2018, more than 60 percent of CyberArk’s business was done through the channel.

CP: Who are your main competitors, and what makes your offering better?

SW: As the No. 1 undisputed market share leader, CyberArk offers the only privileged access security solution designed and built from the beginning for security. It’s differentiated by its ability to protect privileged accounts, credentials and secrets anywhere – in the cloud, across DevOps workflows and at the endpoint – and at scale.

Only CyberArk provides the critical, must-have layer of IT security that enables organizations to stay ahead of external attackers and malicious insiders, and mitigate attacks to limit damage as quickly as possible. With a focus on simplicity, automation and risk reduction, the CyberArk Privileged Access Security Solution eliminates the most advanced cyber threats. It identifies existing privileged credentials across networks, makes sure those credentials are locked down and secure, and utilizes continuous monitoring to detect anomalous behavior and stop attacks early on, before they cause irreparable damage.

Based on research from the CyberArk Labs team, which helps inform R&D and product roadmap, CyberArk is constantly evolving its solution, helping global partners and customers stay ahead of attackers. CyberArk led the industry with early investments in areas such as threat analytics and endpoint protection, and raised the bar with the launch of a cutting-edge secrets management solution for DevOps through the acquisition of Conjur, which was quickly integrated into the CyberArk solution.

No other vendor in the space has this powerful combination of solutions in a single platform to improve the overall security of an organization today, as it progresses its digital-transformation strategies.

CP: How do you think your technology portfolio will change in the next three years?

SW: Attackers are constantly changing their attack methods, finding new ways to steal credentials, infiltrate networks and halt business operations. CyberArk will continue to invest in and innovate our solutions as partners and their customers …

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