**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.**
Email security provider Vade Secure, which recently launched a native, artificial intelligence (AI)-based email security add-on for Office 365, is actively growing its North American channel while taking aim at its competitors like Proofpoint, Mimecast, and Barracuda.
The company provides predictive email defense to more than 500 million inboxes globally, utilizing AI, machine learning and data from its global threat centers. It protects against email scams such as phishing and spear phishing, malware and ransomware, and is used by major ISPs, OEMs, SMBs and enterprises globally.
Vade Secure for Office 365 runs on Microsoft Azure, providing Microsoft partners, cloud solution providers (CSPs), and MSPs with a “complementary, high-margin solution for their Office 365 customers,” according to the company.
Gartner estimates that by 2020, 50 percent of Office 365 clients will use third-party security services, and while native Office 365 security catches most spam and known threats, many organizations are strengthening their defenses with a layered approach.
Last November, Vade Secure closed a $12 million funding round to accelerate international growth and continue innovation.
In a Q&A with Channel Partners, Adrien Gendre, Vade Secure’s chief solution architect, talks about what his company has to offer partners and its strategy to attract more MSPs.
Channel Partners: Tell us what customers love about your product or service. What’s the secret selling sauce?
Adrien Gendre: Traditional reputation and signature-based email security products are only capable of stopping known threats. Our customers adopt and continue using Vade Secure because our predictive approach leveraging artificial intelligence offers superior protection against unknown or emerging threats. Moreover, thanks to our native, API-based integration with Office 365, the solution is extremely easy to deploy. Partners can get new clients up and running in just a few clicks — without the hassle of changing their [mail exchanger] record and disrupting the email flow.
Lastly, customers and partners value our user-centric approach to email security. End users can continue using Office 365 without needing to learn and use a separate quarantine. Moreover, admins can customize user-facing elements, such as in-message spear phishing banners or phishing warning pages, to the client’s brand and preference. This makes us fully transparent to end users.
CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features? Do you work with masters and/or distributors?
AG: We have a three-tiered partner program – silver, gold, platinum – with associated certification requirements, and a progressive margin from 20-30 percent. One unique benefit of the program is internal licenses of our product, so partners can protect their own mailboxes and sell with confidence.
We’re aggressively recruiting new MSP partners and building out our channel in North America. In particular, we believe there’s a great opportunity for Microsoft partners who resell Office 365 to also resell Vade Secure as a complementary, value-added service that augments, rather than replaces, native Office 365 security.
We have two distributors in Europe and are close to signing our first global distributor.
CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.
AG: In the corporate market, nearly 100 percent of our sales …
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