‘7 Minutes’ with ReFirm Labs’ VP of Sales and Business Development Robbie Robbins



ReFirm Labs, the provider of IoT and firmware security solutions, has launched a global partner program for MSSPs, solution partners and VARs that will focus on sales of its flagship Centrifuge platform.

The platform vets, validates and continuously monitors the security of the firmware that runs billions of IoT devices, consumer electronics and other connected enterprise machines. The program provides partners with revenue share tiers and various incentive programs, including specialized training, sales support, and access to IoT and firmware security experts at ReFirm.

ReFirm Labs' Robbie Robbins

ReFirm Labs’ Robbie Robbins

ReFirm also announced its first set of channel partners that are based in Australia, Taiwan and Japan, including Syxtex, Soliton Systems and emt Distribution.

“Current security standards have not kept pace with the rapid adoption of internet-connected devices, and our partnership with ReFirm Labs allows us to introduce the benefits of their Centrifuge platform to our channel partners and their end users in Australia and New Zealand,” said Richard Rundle, emt‘s CEO. “By adding IoT device and firmware security to our threat intelligence solutions, ReFirm Labs provides a key tool for improving the security of the regional supply chain.”

Founded by a team of former NSA offensive cyber operators, ReFirm’s clientele includes government agencies and Fortune 500 companies that operate in a wide variety of industries, including telecommunications, cloud infrastructure and data centers, automotive, health care, utilities and manufacturing.

Here’s our most recent list of important channel-program changes you should know.

In a Q&A with Channel Partners, Robbie Robbins, ReFirm’s vice president of sales and business development, talks about how his company works with partners and the advantages it has over its competitors.

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

Robbie Robbins: Our secret sauce in our Centrifuge platform is its simplicity and accuracy in quickly producing actionable results. Once a firmware image is uploaded, Centrifuge platform provides insights about zero-day exploits, hidden crypto keys, backdoor passwords and known vulnerabilities in IoT devices in as little as 30 minutes. Our customers have told us that similar analysis using open source and commercial tools is a labor-intensive and error-prone process. In fact, one customer told us that Centrifuge platform collapsed a 30-step process into one single step.

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

RR: The ReFirm Labs Partner Program is a multi-tiered program designed to reward each partner’s level of time and commitment. Our tiers – bronze, silver, and gold – provide an easy way for partners to graduate to higher tiers based on revenue attainment and sales activities. The bronze tier is for entry-level reseller partners. These partners have expressed interest in reselling ReFirm Labs and are open to working with us to find new sales opportunities. With a fundamental knowledge of the ReFirm Labs platform, they are recognized as valued ReFirm Labs partners. There are no minimum requirements for becoming a bronze partner. The silver tier is for …

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