Cybereason is heightening efforts to recruit partners across Singapore and the wider ASEAN market, driven through increased channel enablement.
Central to such efforts will be streamlined programs from the security vendor, backed up by a commitment to simplify engagement and enhance the margin program via deal registration.
“We are increasing enablement programs for partners so partner sales and pre-sales representatives can fully articulate our value proposition and address customer pain points,” said Charles Cote, regional vice president of Asia at Cybereason.
Speaking to Channel Asia on the ground in Singapore, Cote said the vendor will also increase enablement in the region to help partners deliver “profitable and sticky services” for customers.
“A great example of this is the Cyber Posture Assessment which can add significant value to customers by showing overall health and also allow partners to deliver additional services after the assessment,” he added.
“We also want to define what a Cybereason practice looks like with our strategic partners and co-invest with partners to build it. This includes all aspects of enablement, services and a demand generation model.”
The US-based business operates as a cyber security vendor specialising in endpoint detection and response software, with a channel ecosystem comprising of value-added resellers, managed service providers (MSP) and system integrators.
“We are seeing a tremendous interest in organisations wanting to increase their security posture by augmenting traditional prevention,” Cote added. “The market across small, medium and large enterprise want to ensure they can have capable defences and this includes more visibility to evolving threats as well as the ability to take action once identified.
“Some organisations are addressing this with internal expertise while others are seeking strategic partners that can provide a service, such as managed detection and response, which could complement an existing service already provided by their MSPs.”
According to Cote, changing customer demands have enabled a new stream of revenue for many partners who want to embrace building a service around technology that allows them to become even more aligned with their customers.
“We are seeing the recurring revenue model become increasingly attractive for channel partners to develop new services around technology,” he said.
Yet on the flip side, Cote acknowledged that differentiation in a crowded market and demystifying what the cyber trends means for customers remains a challenge for the channel.
“We see a huge opportunity for partners to embrace vendors that will work with them strategically and support their business model of offering new revenue streams around services,” Cote added. “For example, partners across the region that want to develop service offerings such as managed threat hunting, compromised assessments, health checks and red teaming.
“Partners can also add value to customers through competence around pre and post sales. Being able to lead the full sales cycle (eventually) and delivering a strong portfolio of services.”