**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.**
By Frank J. Ohlhorst
Agility is a core competency of the channel. Many solution providers have repositioned to become MSPs, or even MSSPs, while VARs have evolved into service organizations, demonstrating the importance of embracing change and adapting to address new opportunities. Much the same is happening with the cybersecurity vendor side of the equation, where suppliers are developing new generations of products and services. If they can’t respond to fast-changing customer demands, they risk falling into obscurity.
Case in point is DB CyberTech, a company that launched in 2012 under the name “DB Networks” and with a go-to-market strategy that included addressing the then-common problem of SQL injection attacks. Fast-forward to today. The specter of SQL injection has evolved into something much more ominous: stealth attacks to steal intellectual property and sensitive data. Those types of attacks are addressed by data-loss prevention (DLP) technology. DB Networks recognized DLP as a must-have defensive layer and evolved its machine-learning-based SQL injection-detection technology into a product that the IT channel can use to prevent data loss. To reflect its new direction, the company adopted a new name, DB CyberTech.
The idea of DLP isn’t new. IT teams have long sought to keep sensitive data, such as customer lists or intellectual property, from being leaked, stolen or accessed by unauthorized users. But use of cloud storage and more data being carried around on personally owned mobile devices has added urgency, and DB CyberTech is looking to take on long-time DLP players like Symantec, Forcepoint, McAfee and Digital Guardian.
DB Cybertech is banking on technology the company calls “Predictive DLP” that’s based on machine learning to unseat those longtime DLP vendors. Ali Hedayati, the company’s senior vice president of corporate strategy & marketing, says traditional DLP solutions analyze “data in motion” to spot exfiltration attempts. DB CyberTech’s approach is to instead first analyze the request data to identify the indicators of compromise. This approach, says Hedavati, enables security analysts to be notified of attacks much earlier — ideally during the initial reconnaissance phases and before any data loss has occurred.
Of course, there’s a lot more to breaking into the top ranks of an established market than a rename, some new functionality and a marketing campaign. DB CyberTech has invested heavily in the channel, building partnerships that will bring its predictive DLP concept to fruition, while also providing those partners with significant recurring revenue streams.
In this Q&A, Hedayati talks about the company’s channel strategy and what DB CyberTech has to offer potential channel partners.
Channel Partners: Tell us what customers love about your product or service. What’s the secret selling sauce?
Ali Hedayati: Customers tell us that DB CyberTech’s ability to discover database assets, accurately classify the sensitive information stored on those databases, and map the databases to their …