‘7 Minutes’ with Digital Defense SVP Sales, Business Development Rosanna Pellegrino


**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.**

Armed with its vulnerability management-as-a-service (VMaaS) platform and security awareness training, Digital Defense is taking aim at its competitors in the crowded cybersecurity market.

A security technology and services provider, Digital Defense recently was named a leading provider in two categories, cybersecurity training and education (No. 3) and compliance and risk management (No. 10) by Black Book Market Research. It surveyed nearly 2,500 security professionals from 680 provider organizations.

Digital Defense’s Frontline.Cloud platform delivers vulnerability scanning and penetration testing, while SecurED, the company’s security awareness training, promotes employees’ security-minded behavior.

In April, the company announced Frontline.Cloud was deployed in the Amazon Web Services (AWS) Cloud. The deployment allowed its Alliance Partners, MSSPs, SIs and VARs to address customers’ security-assessment needs in compliance with the General Data Protection Regulation (GDPR).

Digital Defense's Rosanna Pellegrino

Digital Defense’s Rosanna Pellegrino

In a Q&A with Channel Partners, Rosanna Pellegrino, Digital Defense’s senior vice president of sales and business development, talks about what gives her company and its partners a competitive advantage, as well as the company’s evolving platform.

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

Rosanna Pellegrino: The secret selling (sauce) for partners is to make it easy to use, easy to deploy and easy to manage. It allows customers to quickly get up and running on our platform and provides information that’s operational immediately. Customers get to look at their environment in a simple way and know immediately what needs to be addressed. For partners, it’s the tip of the spear. This allows partners to start conversations regarding security within their customers’ environments very easily.

We make the whole process easier for resellers and easy for their customers. That’s what I think is the most important piece. It’s not just only, “What can you do for my environment?” but also, “How can it make me more secure?” The ability to identify the vulnerabilities and minimize the false positives is important. The quality of the output of the reports, the fidelity of the data, and just the whole experience of dealing with the organization are key. A reseller can take Digital Defense to their customers with confidence because the last thing they want to do is bring in a product that fails and not be able to call into that account again. And then secondly, it helps them penetrate into new accounts with a product that is effective, efficient, has quality of output and is differentiated in the market.

CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features? Do you work with masters and/or distributors?

RP: No tiers, no certifications and no levels because we’re looking for strategic partners — ideally partners that can wrap services around our offering because it makes a more complete solution to their end users. What we do for them is protect them in the opportunity. We offer deal registration, which is an industry standard, but we also offer …

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