According to the vendor it plans to expand its relationship with Exclusive Networks in Benelux (in particular Belgium and Netherlands), Nordics, Middle East and Asia Pacific.
The investment in added distribution further cements Bit9 + Carbon Black’s channel commitment, following the launch of its new accreditation programme and channel manager appointments in February.
The provision of added local support in these key regions is being driven by increased market interest in sophisticated endpoint security. To date, Bit9 + Carbon Black has mainly sold direct, while transacting deals through local partners. As organisations have become more aware of the need for next generation endpoint security, Bit9 + Carbon Black recognised that it needed more dedicated partners that it could build stronger relationships with. Bearing this in mind, it is looking to bring on board four to five key partners in each region, to ensure it can dedicate the right level of support and avoid any overlap between partners. Bit9 + Carbon Black is targeting value-added resellers (VAR), managed security service providers (MSSP), incident response (IR) firms, and specialist security partners.
Roy Pickard, Bit9 + Carbon Black, EMEA Channel Manager, said, “The time is right and the market is ripe for a move to a two-tier model. To date, despite having some key partners in the region, much the business we have transacted in these territories has been as a result of a direct engagement. We feel we have only been skimming the surface of the opportunities out there. In the UK, the channel drives the majority of our new business now, largely thanks to the great work of Exclusive; this is something we are looking to replicate globally. Our focus is on partner identification and enablement; we want to ensure we are working with partners that want a relationship with Bit9 + Carbon Black, not just a one off sale. Partners will be provided with in-country, dedicated channel sales and presales from Bit9, alongside localised training, marketing support and lead generation from Exclusive. We think it will be a very profitable partnership for all involved.”
Barrie Desmond, Chief Operating Officer, Exclusive Networks, said, “We are delighted to be furthering our relationship with Bit9 + Carbon Black and feel it is well timed. The endless string of data breaches and hacks mean that security is front of mind across the world – nobody can turn a blind eye anymore, and every corner of the earth is waking up to that fact. Bit9 + Carbon Black has a unique and compelling story to tell in this space, and already has customers they are working with, which makes it an attractive prospect not just for VARs, but also for System Integrators, MSSPs and Incident Response providers, as there is a great opportunity to deliver services and capture recurring revenues.”