‘7 Minutes’ with Jask VP of Channels and Alliances Marc Davis



**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.**

Cybersecurity startup Jask is taking aim at its competitors, like Splunk and Exabeam, with its Autonomous Security Operations Center (ASOC) platform.

ASOC automates the correlation and analysis of threat alerts, designed to help SOC analysts focus on the highest-priority threats, streamlining investigations and delivering faster response times.

Earlier this month at Black Hat USA 2018, Jask and Sentinel One announced a partnership and the technology integration of the SentinelOne autonomous endpoint protection console with the Jask platform. Through the integration, joint customers will be able to ingest threat data, alerts and audit logs from the SentinelOne platform directly into the Jask platform, providing detailed content and visibility across assets.

Jask's Marc Davis

Jask’s Marc Davis

In June, Jask announced it raised $25 million in Series B funding led by Kleiner Perkins, bringing its total funding to $39 million. The company said it will continue its focus on platform development, increase hiring in all departments and expand global sales channels.

In a Q&A with Channel Partners, Marc Davis, Jask’s vice president of channels and alliances, talks about what his company has to offer partners — and its continued international expansion.

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

Marc Davis: First, it’s the vision and resulting innovation. Rather than developing a point solution that further exacerbates the challenges facing today’s security operations center, we are building a modern platform that addresses the technology challenges created by legacy technologies. By focusing on automating the security operations center (SOC), we are addressing the need for organizations to increase security analyst efficiency. Customers have been throwing more and more people at the problem for some time, but the bottom line is that the SOC is not scalable with only humans to manage alert overload. The only way to get a handle on it is by using technology and, more specifically, automation.

Second, we as a company are customer-oriented. We feel our customers have a lot to teach us, and believe that by listening and learning, it will make our platform more effective, which is good for everybody.

Lastly, it’s about leveraging the channel. We know that channel partners are pivotal for us to truly conquer the market, while providing the hands-on customer experience we have committed to. Channel partners own the relationships. They know their customers’ needs, are knowledgeable about their environments, and they understand the best way to work and engage. By leveraging partners, we extend our presence and brand through a trusted network of other industry specialists.

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

MD: Our program currently has two tiers: gold and platinum that come with standard industry discounts with deal registration. We offer technical certification, sales training and subscription renewal protection, providing partners a true revenue stream with the customer.

It’s our belief that certifications are more important for sales engineers and other technical personal. We’re trying to be more selective in the process, especially at the beginning. As a startup we need to make sure we deploy our resources in the most efficient manner. Since the program was just launched earlier this year, we need to sign partners who understand the space and technology, and that can hit the ground running. Eventually, we will open the program up to less technically focused partners too.

Many of our program benefits are common practice, but we believe that how we use them to benefit the channel and customers makes the difference. At Jask, our partner-centric approach fully supports the channel, and it is our commitment to the channel and our partners that we believe set us apart. We are working with some distributors. Of note, we added …

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