Join us as we chat with our CIAs 2018 winners about everything channel
Outline your channel strategy.
Our customer community utilizes the Unified Security Management (USM) platform in two different ways, self-managed and partner managed. Some customers prefer to leverage the AlienVault technology themselves and work with solution providers to purchase the software for their own use. The other type of customer is looking for the value of the AlienVault solution, but, delivered as a managed service.
We have built our channel programs to leverage these two buying routes. Our MSSP program is structured to help partners build and launch a managed service based on AlienVault USM. We have also built a resale program designed to reward partners with significant, unique margin for registering opportunities. The program assures the partner of a consistent, repeatable margin.
What was the highlight of 2018 for your business?
AlienVault was acquired in August of 2018 by AT&T Business. This acquisition is allowing us to enhance our ability to reach our customers through the partner ecosystem, while combining the scale of a fortune 10 company and the agility of a Bay Area cyber security startup.
What does it mean for your company to win this award?
Winning an award like this affirms the focus and attention we have placed on the channel as it relates to development and program structure. We keep the needs of our customers in the forefront of everything we do.
Our customers leverage partners to choose and manage our solution, so it only makes sense for us to focus on innovation in both our technology and our programs.
How does your company work to ensure it is delivering innovation?
Innovation is critical to our vision and partners are one of the vehicles we use to architect that innovation. Our development process is driven by our products team, and those product managers spend a significant part of their time working with both partners and customers to understand the current challenges and needs. They also work to stay on the leading edge to build industry-leading, innovative security solutions designed to keep ahead of the ever-evolving threat landscape.
What has been your company's greatest channel achievement in 2018?
AlienVault's global recognition for multiple awards stands out as our biggest achievement in the channel. We are honored to be recognized as a company who puts channel first, as well as employing many people who are continually recognized for this.
What difference will winning this award make to your business in 2019?
Being honored for this award reinforces our commitment to both innovation and the channel. Partners are continually evaluating vendors for their technology and programs. Recognition like this helps answer those questions from an independent angle. Our goal as a security provider is to build the technology and programs that allow our partners to provide world-class solutions that make their customers that much more secure.