… Ignition Technology as our first specialist value added distributor (VAD) partner in March of this year to make our [platform] available to United Kingdom customers through its channel network. Recently, we furthered our international expansion by adding U.K.-based Exclusive Networks as a distributor. Exclusive will help us expand across Europe and Southeast Asia.
CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.
MD: Currently, the channel accounts for around 70 percent-plus of our sales, and we plan to increase this number to 100 percent as we bring on new partners. As part of our Jask Answers Partner Network, we have 14 current channel partners, along with two international distributors and 26 technology alliances.
CP: Who are your main competitors, and what makes your offering better?
MD: This question is difficult because we view most of our competitors as companies we could collaborate with as well. To name a few, we compete with Splunk, IBM’s QRadar, Arcsight, Exabeam and Securonix, among others. As mentioned, we can either compete or complement these solutions in any given use case, depending on customer requirements. We may go head-to-head with Splunk in the sales funnel for one customer, but could have a bilateral integration and use Splunk as a data-ingestion point in another if the customer needed that.
CP: How do you think your technology portfolio will change in the next three years?
MD: Jask will continue to evolve in our mission to provide a platform to deliver the autonomous SOC. We will continue to improve our artificial intelligence (AI)-based offering, expanding our ability to ingest any data from anywhere and adding additional context to our data sources, so that data becomes actionable information. Scale to any size, learn from the system and our customers. Better prepared to proactively mitigate and respond to risks.
CP: How do you expect your channel strategy to evolve over that time frame?
MD: I expect the channel will continue to grow in terms of number of partners and breadth of offerings. We will continue to expand internationally through the channel, offer new channels (including MSSPs and SIs) and develop programs to work with consultants and other entities not specifically focused on reselling. We want a true ecosystem and will look to involve our partners more by developing an official partner advisory group (we already informally include our partners).
CP: What didn’t we ask that partners should know?
MD: There are a lot of service opportunities with Jask for partners, from helping customers manage threats and create reports to monitoring their SOC. Jask is a product company and is not looking to compete with partners on provider services. We help our partners understand how they can use the Jask ASOC platform to better provide customers with the services they need. Plain and simple.