CRN Exclusive: Demisto Launches First Partner Program As Market For Security Automation Heats Up


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Demisto is doubling down on the channel, announcing on Wednesday the launch of its first partner program as the market for security automation and orchestration heats up.

The new Nucleus Partner Program has two tiers: silver and gold, which are based on sales volume and number of trained sales engineers. The company has also rolled out provisions for deal registration, incumbency on expansionary and renewal sales, first right of refusal on professional services, pre- and post-sales training, and high-margin pricing for partners.

The new program is led by Bob Kruse, who joined the company in April as vice president of alliances. Kruse comes to Demisto from Optiv Security, where he was vice president of partner solutions until March. Kruse said the program will provide the foundation for Demisto to "build a lot of momentum and quickly."

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"This is something that is great for us, but it is also great for our channel," Kruse said. "The channel is already experiencing the same [growth with us]."

Tera Davis, managing director at Plano, Texas-based Critical Start, said she is seeing demand grow for security automation and orchestration solutions, especially as customers look to improve their security operations centers. She said Critical Start already has a couple of customers doing proofs-of-concept with Demisto's technology.

"We're continuing to grow as a company, and a company like Demisto is a great addition to our portfolio," Davis said.

Davis said the new partner program is "really nice," highlighting the margins, deal protections and opportunities to work together on deals.

"It shows that they are focused and committed to the channel, especially in their early stage," Davis said. "We are looking forward to having a strong partnership."

The program isn't Demisto's first foray into the channel. The Cupertino, Calif.-based company already worked 100 percent through the channel prior to the launch and does not sell direct. The company first started its engagement with the channel in August, but was mostly "opportunistic and not strategic," co-founder and Vice President of Marketing Rishi Bhargava said. He said the addition of Kruse and the launch of the new program will help scale Demisto's go-to-market and make engagement with the channel more strategic.

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