‘7 Minutes’ with Kenna Security VP of Worldwide Channel Sales and Alliances Rick Kramer



**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.**

Kenna Security, the firm focused on predictive cyber risk, is rapidly moving up in the industry with $25 million in new funding and a global channel chief.

The Kenna Security Platform allows organizations to work cross-functionally to determine and remediate cyber risks. Kenna uses cyber-risk context technology to track and predict real-world exploitations.

Kenna Security's Rick Kramer

Kenna Security’s Rick Kramer

Bessemer Venture Partners led the Series C funding round. Kenna said it will use the funds to continue its strong growth and momentum, investing to attract new talent, expand its sales capabilities and continue to drive innovation.

For the third year in a row, Kenna’s sales more than doubled in 2017, and the number of organizations using the Kenna platform grew by more than 60 percent — to more than 300 customers globally. Other 2017 milestones include the launch of its EMEA business and an increase in its go-to-market and branding capabilities.

We spoke with Rick Kramer, who recently joined Kenna as its vice president of worldwide channel sales and alliances, about what his company has to offer partners and its plans to drive more business through the channel.

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

Rick Kramer: Kenna’s offering gives the CISO the ability to proactively manage risk. Customers are so accustomed to being reactive that managing risk in a proactive sense is a differentiation that all channel partners will love to be able to take to market. Partners are excited to be on the front end of new ways to increase efficiency, efficacy and ultimately innovate. They love that about Kenna’s offering. Another great selling point is the machine learning that drives Kenna’s security platform and saves customers time (often weeks if compared with manual operations) in analyzing volumetric threat, exploit and vulnerability data to understand where to focus their resources.

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

RK: Kenna’s channel program is a recent area of focus. As we continue to build out our channel, we will be exploring ways to enhance and enrich our partners’ experience with Kenna. Our channel program is selective, and rewards partners based on their level of investment and commitment.

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

RK: We currently have [fewer] than 100 partners, and about half of our business is through the channel, with above average margins. Going forward, our approach is to drive the vast majority of our business through the channel with consistent expectations on earnings.

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

RK: We are typically compared with vendors like Tenable and RiskSense, and a mix of a few other companies trying to bring a risk-based approach to security, but many lack the …

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