Mandiant Deal Not Disrupting Partners, Says FireEye Channel Chief


FireEye's $1 billion acquisition of endpoint security and incident response services firm Mandiant is having no serious impact on the ability of the company's partners to deliver services, said  FireEye Channel Chief Steve Pataky.

In an interview with CRN, Pataky, vice president of FireEye's worldwide channels and alliances, said the company will remain first and foremost a product company. He added that FireEye has received a lot of questions from partners about how the addition of Mandiant could impact their business.

“Mandiant is important to us from product point of view and incident response point of view because it is imperative for us to be as close to the breach as possible,” Pataky said. “What we affirmed with this was that we are going to enable their partner services practices to perform up to their level of capability.”

[Related: Missed FireEye Alerts Reportedly Warned Of Security Lapse At Target]

Milpitas, Calif.-based FireEye acquired Mandiant in December, mainly for its incident response and digital forensics services, say industry analysts. Its consulting services team can deploy quickly at a client site to identify and analyze a serious system compromise. The firm gained widespread attention in 2013 for its APT-1 report, which outlined serious system compromises at hundreds of organizations, believed to be carried out by a group that is closely connected to the Chinese government.

FireEye remains committed to the channel, Pataky said. The channel sales team will reach up to 100 personnel in 2014. FireEye field sales reps are identifying key regional partners and large systems integrators that can get certified and provide support and services.

Two new certifications will help address partner concerns and help FireEye determine a partner’s incident response capabilities, Pataky said. The FireEye Certified Support Partner enables solution providers to offer their own branded support to the market, backed up by FireEye. Meanwhile, the FireEye Certified Services Partner is for partners with the capabilities to carry out a full incident response services practice, endorsed by FireEye.

The two programs will be officially unveiled in the second half of the year, Pataky said.

“Yes, Mandiant has a strong reputation in incident response and in services, and since many of our partners don’t have that in their portfolio, it became an incremental opportunity for us to pursue,” Pataky said.

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