Cylance beefs up local partner focus and skills

Cylance beefs up local partner focus and skills

Releases Managed Security Service Provider and white label services into the Australian marketplace

Since launching full throttle into the Australia and New Zealand marketplace almost a year ago, cyber security vendor, Cylance, has been on a mission to propel its growth in the market through its channel network.

Cylance vice president of worldwide field and channel marketing, May Mitchell, was recently in town with an agenda to reveal some of the new campaigns coming to Australian partners, such as its managed security service provider (MSSP) program and white label services.

Mitchell joined Cylance in December, hailing from a similar role at Symantec, spending more than 15 years in the security industry at vendors such as McAfee, CA Technologies, IBM, Forcepoint and IronKey.

Some of the main features of the MSSP program is that it allows partners to deliver flexible licensing options through a pay-as-you-go model with monthly billing on subscriptions and higher margins are also up for grabs as sales increase through providing a volume licensing structure with cumulative discounts.

Furthermore, it also features expandable managed endpoint services, and partners can manage customer end points remotely. There are also no upfront fees for license and support, and no renewals to manage, according to the company.

“Customers are really strapped in finding the right security skill sets, especially for an SMB where they don’t have a lot of skills and that’s where benefit of MSSP comes in,” Mitchell said.

“Partners can have a rapid response to customer issues, on-demand and ready to go, providing better customer service."

Since bringing on its local distributor, Arrow, last year and recruiting partners, May said it has now turned its attention to enablement and training.

May Mitchell - Vice president of worldwide field and channel marketing, Cylance
May Mitchell - Vice president of worldwide field and channel marketing, Cylance

The cyber security vendor recently conducted a two/three day training program to help partners gain machine learning technology certification across Sydney, Melbourne and Auckland.

“It was the first time we launched it in our region and it was very well received,” Cylance's newly appointed A/NZ head of channels, Jason Duerden, said.

“It’s important when we’re selecting our partners, to understand the technology piece. We’ve gone beyond understanding the technology, but also how to optimise and use machine learning as a cyber security tool.

"We’ve been very selective with our partners. It’s such a new field and this really enables them to go to their customers with something new to talk about."

Cylance is also launching white-label services for its local partners that includes compromise assessments, incident containment and penetration testing.

“It will help them deliver an additional capability that they may not have had in the past, which opens new doors of business for them and helps combat the cyber security skills shortage,” he said.

Beefing up its OEM strategy, was also on top of the agenda as Mitchell noted a huge demand from technology partners wanting to integrate with its security platform.

“We’re getting ready to launch our APIs. We have a new integration with Splunk and it’s very attractive to our common partners as well,” Mitchell said.

Cylance is also bringing its cybercrime Undrwrld tour to Australia in October, offering partners and customers a real-time demonstration of how easy it is to create zero-day ransomware.

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