Security startup LightCyber is placing its bets on the channel early, introducing its first full-fledged partner program Monday, just two years after its initial launch.
LightCyber, based in Los Altos, Calif., and Ramat Gan, Israel, is an up-and-coming security startup that provides an easy-to-use breach-detection and remediation solution called Active Breach Detection. Since launching two years ago, the company has already gained attention from some of security's biggest investors, including landing a personal equity investment from Shlomo Kramer, the co-founder of Check Point and Imperva, and early investor in Trusteer and Palo Alto Networks.
While LightCyber is a 100 percent channel-focused company and has been working with partners informally since its inception two years ago, the new Channel Alliance Program provides the infrastructure partners will need to grow, Executive Vice President and Chief Marketing Officer Jason Matlof said.
"I've been at numerous startups. I've been at big companies like Cisco and companies about to IPO like A10 Networks," Matlof said. "No other company that I've dealt with had this type of infrastructure in place [this early.]"
That includes online, self-paced training through what it calls Magna Academy, an online partner portal for digital and physical event and marketing content, and a formalized process for deal registration.
The program, available starting Monday, will have two tiers: Premier and Reseller. Reseller partners have a lower commitment with the company, but have a partner relationship for fulfillment and other needs. Premier partners, which will account for almost all of the company's current partners, have invested more in training, certification and sales, and will receive higher margins.
Jim Broome, president at Englewood, Colo.-based DirectDefense, is a partner of LightCyber and said the company's early plunge into channel investments formalizes the company's position in the marketplace.
"We're pretty excited," Broome said. "It's potentially watching a new company grow and support channel delivery both in the U.S. and internationally for the security market. More importantly, it’s a promising new technology."
In particular, Broome said that the education and certification components of the new program will be critical as DirectDefense tries to educate potential clients on the importance of the emerging category of breach-detection solutions. To date, that has been a challenge, he said.