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Core's Schramm points to vast improvements in its channel strategy as the reason for the early success. The company rolled out a new partner portal, making it easier to navigate while adding more relevant information. It built out a program guide and franchise kit, providing partners with white papers, data sheets and co-branded information materials, Schramm said. Cheat sheets and battle cards were designed to provide partners with compliance requirements and other information useful to the healthcare, government and financial services industries.
"Security has moved into the boardrooms," said Justin Kallhoff, CEO of Lincoln, Neb.-based channel provider Infogressive, which sells Core products. Kallhoff, a certified forensics analyst, said getting automated pen testing into small and midsized businesses is a challenge, but it is making the case for managed services.
"There's a lot more interest in analytics and reporting from the C-level people," Kallhoff said. "Before it was about letting those nerds do what they do, but there's a growing need to better understand what they're finding."
Schramm said an ideal reseller must be selling around the areas of vulnerability, risk management and attack simulation. Some partner organizations may be consultancies with a security practice, others will be smaller and highly specialized, he said.
The company is also trying to jump-start its technology partner relationships. It is currently going through certification to integrate McAfee's e-Policy Orchestrator and expects to gain certification in the spring, Schramm said. It also has relationships with defense industry giant Raytheon and with IBM's security practice, where it is building integration in with IBM-Q1 Labs QRadar SIEM appliance.