Spanish threat detection vendor Blueliv says it wants to more than quadruple the amount of business it brings through MSSPs, as it launches its new channel programme this month.
Global channel boss Trevor Crompton (pictured) said the Barcelona-headquartered firm currently derives 10 to 12 per cent of its business through MSSPs.
And he wants that figure to rise to 50 per cent this year, calling MSSPs "easily the fastest growing segment within our business."
"To give you an idea, I sat with an MSSP about four months ago, and in an afternoon we went from ‘so tell me who Blueliv are,' to them using our service to deliver value to their customers four days later. And three or four days after that they were able to show real results. So it's super fast with them and that's where we see potential for our company now."
Blueliv started in 2009 as a firm providing threat intelligence analysis as a service.
It has since moved to providing a product - Threat Compass - with 135 customers in around 34 countries.
Crompton claims that it gives MSSPs more flexibility to sell to customers than any of Blueliv's competitors because of the product's "modular" format.
Blueliv has split the cybersecurity threat landscape into 10 modules - from stolen credentials to credit card fraud - and customers can choose to only pay for select modules instead of for an "over-featured" threat detection platform.
"What I've learnt from the umpteenth conversations I've had with CSOs is that they're incredibly busy. They're busy with perimeter security, they're busy with user authentication and with a plethora of other things. So when you bring them a whole new universe of problems that come from external threats, they need a way to break that down.
"They may have mitigation teams that are quite reduced in number, they may not have all the resources they need to be able to actually take care of the problems you're highlighting. So, if you give them a very over-featured platform that can be too much to digest, both in terms of cost and in terms of actually doing something with it."
He added: "We're like an easy ramp into this world of external threat protection, and I think that's a very smart move."
Crompton said Blueliv's goal is to enable his MSSP's customers to have a deeper understanding of the threats that matter most to their business.
"Most of our competitors are providing quality, broad reports. But they're generally historical, because they're reports rather than a continuous platform of specific threats."
"It's much more palatable for a customer to hear, ‘you know what? 70 per cent of breaches come from credential theft. Let's target that first together."
He also wants his partners to be able to target customers at varying levels of security expertise.
"Our modules approach different points on that maturity curve. So if you think about what MSSPs are doing, they are taking customers who have limited resources, and don't necessarily have all the security maturity they want or need and they're helping them on that journey, all the way up to outsourcing a SOC where they will take care of the customer for them.
Across EMEA, Blueliv has channel sales staff in Barcelona, Munich and London as well as a team in Singapore.
Crompton added that for all his MSSPs, as business grows and they target different profiles of customers, Blueliv will let them chop and change the modules they sell.
"As long as you don't exceed the amount of credits that you have, you can keep moving them around as you need to. That means you can really shape your threat intelligence delivery around your existing customer base.
"They can say to us ‘we're just not getting the kind of ROI we were looking for in one module, so let's move those credits across to a new threat.
"The threat landscape is constantly changing. So you have that flexibility to change, too."
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