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Skybox Security invests in channel, ramps up Australian focus

Skybox Security invests in channel, ramps up Australian focus

Specialist vendor invests in the A/NZ region

Credit: Dreamstime

Cyber security management provider, Skybox Security, is focusing on ramping up its efforts in the Australian channel.

Founded in Israel in 2002, before moving headquarters to the US, the vendor's software uses analytics to help organisations prioritise risk exposures and recommend informed action to best address them.

The capabilities extend across highly complex networks, including those in physical, virtual, cloud and operational technology (OT) environments.

From a technology perspective, the Skybox Security Suite, enables organisations to reduce security risks that attackers can find and exploit, such as device misconfiguration and policy violations, as well as exposed and unpatched vulnerabilities.

Skybox vice president of Asia Pacific, Gerry Sillars, said the vendor was heavily investing in the region and the channel through adding more support resources, with plans in place to double business across the market.

Sillars joined the vendor in February after accumulating more than 15 years experience in the industry working for Commvault, Alcatel Lucent and UpGuard.

“We are a small team in APAC today, but we have aspirations to grow from an A/NZ perspective, and we’re going to build this team up sensibly based on what we see with the demand in the marketplace,” Sillars said.

Across A/NZ, Skybox has partnerships with Nextgen Distribution and Insentra, in addition to appointing a new regional sales director for Australia and South Pacific, Tom Castell in June.

Prior taking on the new role with Skybox, Castell spent four years with Mimecast, and also worked at Sophos for six years covering various channel and management roles.

“We’re effectively a start-up in Australia, so it was important to find a distribution partner that will invest in us," Sillars said.

"Certainly today we’d get lost in the noise if we worked with traditional distributors that had hundreds of products, so it was important to identify a partner in Australia that we can grow with and we have an exclusive agreement with Nextgen.

"We’re looking for partners with the right kind of skill sets to be successful."

Globally, Skybox partners with companies such as Verizon, British Telecom, NTT Security and Dimension Data.

In December last year, the vendor hired Uri Levy as its vice president of worldwide channels to lead the growth of its global reseller network.

Levy is responsible for launching a managed security service provider and system integrator program featuring enhanced certification and training, as well as expanded field technical engagement and support.

Part of Levy’s remit is also to improve partner sales enablement, channel marketing, training and certification. Last year, Skybox secured a US$150 million growth equity investment, which will go towards supporting those initiatives.

Executive vice president of worldwide sales, Stewart Fox, was also in Sydney recently and revealing that the vendor has a 95 per cent customer retention rate.

In the past five years, Fox said the business has grown more than 40 per cent year-on-year and cited a Verizon report that indicated 97 per cent of security breaches could’ve been avoided if customers properly used the tools they already had in place.

"A lot of what is driving our growth is vendor fatigue," he said. "Large enterprises spend thousands of dollars on dozens of security products, and I often ask chief security officers 'are you more secure now than what you were a few years ago?' And I don’t know is the most common answer.

“Why? Because they don’t know how to measure it. They’re measuring things like how many patches are they’re doing, rather than how much risk are they reducing?

"And I think it’s reached a point of frustration with the lack of visibility they have, and lack of measurable progress they’re making."


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