Zilla Security
Zilla Security, a startup offering a platform for cloud identity security, announced its first channel partner program on April 4. Garrett Long (pictured), vice president of business development for Zilla, said in a news release that the company is aiming to team up with additional channel partners around bringing its identity security and compliance tools to enterprise customers. Partners disclosed by Zilla include Optiv, GuidePoint Security, Anomalix and Legion Star.
The Zilla Security partner program targets resellers and managed service providers, with the ultimate aim of delivering greater automation for identity security and compliance through capabilities such as access reviews, access risk remediation and continuous change tracking, the company said. In August 2022, Zilla raised a $13.5 million Series A funding round led by Tola Capital and FirstMark Capital.
Opportunities For Partnering
In the cybersecurity industry, numerous vendors both large and small — and those somewhere in between — are doubling down on their investments in the channel. Security vendors that’ve unveiled major partner program updates or named new channel chiefs in the second quarter of 2023 include well-established vendors such as Fortinet, Akamai and Mimecast; up-and-coming, venture-backed players such as Orca Security and Aqua Security; and even new-to-the-scene startups such as Zilla Security.
[Related: 15 New Cybersecurity Products To Know: Q1 2023]
Executives from these cybersecurity companies told CRN that it’s an ideal time to invest in the channel because the opportunities around security continue to surge, even in spite of the current economic upheaval. Intensifying cyber threats such as data theft and ransomware, along with increasing regulations and cyber insurance requirements, are just a few of the factors that suggest the strong demand for cybersecurity products and services will continue, regardless of the economic environment.
What follows are the details on cybersecurity companies that’ve unveiled major partner program updates or named new channel chiefs in Q2 of 2023. CRN will update this list as announcements come out during the quarter.
Fortinet
On April 4, Fortinet announced a number of enhancements to its Fortinet Engage Partner program, which was initially introduced in 2020. Among the updates is an expansion of the program with two additional service designations. The first new designation, Engage Preferred Services Partner, is for partners that offer professional services via a “programmatic approach,” Fortinet said in a news release. The designation aligns to the vendor’s Security Fabric pillars of cloud, zero trust access, SecOps, secure access service edge (SASE) and operational technology. The second designation, Expert Technical Support Partner, is for “expert-level” partners and aims to assist solution providers with upskilling their support engineers for improved customer support. The designation offers enhanced access to the company’s services and support teams, as well, according to Fortinet.
Other updates disclosed for the company’s partner program include the debut of new designations for Fortinet’s flagship certification program, the Network Security Expert Certification program. The changes bring a greater focus on targeted training for roles that are in high demand, including cloud security professionals and security operations analysts, Fortinet said. The new designations are Fortinet Certified Fundamentals; Fortinet Certified Associate; Fortinet Certified Professional; Fortinet Certified Engineer; and Fortinet Certified Expert.
Additionally, Fortinet announced plans to provide a new configuration tool, Intangi, later in 2023. The platform will enable partners to “efficiently communicate product and pricing data,” the company said.
Mimecast
Email security vendor Mimecast disclosed it has named tech industry veteran Stan de Boisset as its new channel chief. Boisset (pictured), whose title is senior vice president of global partner ecosystems and channels, fills the role vacated in December by Jonathan Corini. According to CRN UK, Boisset will focus on implementing Mimecast’s “partner-first,” channel program as well as managing initiatives with service providers and implementing Mimecast’s technical “partner champions” program.
Boisset joins Mimecast from identity verification vendor Jumio, where he was responsible for building and leading its global partner organization as global vice president of partner ecosystems, CRN UK reported. Prior to Jumio, he spent four years as vice president for the Americas partner ecosystem at Tableau. Earlier, Boisset spent more than 13 years at Juniper Networks, ultimately as its global senior director for commercial sales and inside sales.
Aqua Security
Cloud-native security provider Aqua Security unveiled several updates to its Aqua Advantage partner program on April 3, as well as details about the traction for the program since it debuted in July 2022. The company, which offers a cloud native application protection platform (CNAPP), said that channel-driven revenue has doubled from a year ago, and now accounts for 65 percent of Aqua’s total revenue. In a news release, Jeannette Lee Heung (pictured), senior director for global channel and alliances at Aqua Security, pointed to the program’s “streamlined onboarding, deal registration and training” as some of the key drivers of the momentum with partners.
The latest updates to the Aqua Advantage program include that the company has increased its support services training, Aqua said in the release, while also launching two additional certification programs. The new certification programs are Aqua Sales Certification and Aqua Certified Sales Engineer, and looking ahead, the company said it plans to further expand its program in an effort to enhance its support for managed service provider partners.
Sonatype
Sonatype, a major player in securing software supply chains and the use of open source code in the enterprise, is now looking to work with partners in a bigger way with the debut of its first formal channel program, the company’s CEO and channel chief told CRN. Announced April 3, Sonatype’s new Partner Acceleration Program aims to standardize the vendor’s engagements with partners such as resellers and system integrators, and serve as a foundation to build on for working with more managed service providers in the future.
Founded in 2008, Sonatype has been working with enterprise-focused partners for years and derives 50 percent of its revenue through the channel, according to Bruce Gordon, senior vice president of global channel sales and alliances at Sonatype. With the launch of the new partner program, one goal is to increase that percentage. Key elements of the program include improved discounts for partner-sourced opportunities, based upon partner tier. “We want to invest more and incentivize more to our partners that are willing to invest with us,” Gordon said.
The White House’s push for SBOMs (software bills of materials), which list out the components of a piece of software, is one dynamic that has been drumming up demand for the types of offerings that Sonatype provides, CEO Wayne Jackson (pictured) said. On the SBOM front, “the partners are perfectly positioned to help,” Jackson said. “Oftentimes, the partners know the businesses way better than we do. We’re a technology provider and an information provider, but we’re not usually in a position to help organizations reshape their businesses around new trends.”
Zilla Security
Zilla Security, a startup offering a platform for cloud identity security, announced its first channel partner program on April 4. Garrett Long (pictured), vice president of business development for Zilla, said in a news release that the company is aiming to team up with additional channel partners around bringing its identity security and compliance tools to enterprise customers. Partners disclosed by Zilla include Optiv, GuidePoint Security, Anomalix and Legion Star.
The Zilla Security partner program targets resellers and managed service providers, with the ultimate aim of delivering greater automation for identity security and compliance through capabilities such as access reviews, access risk remediation and continuous change tracking, the company said. In August 2022, Zilla raised a $13.5 million Series A funding round led by Tola Capital and FirstMark Capital.