ThreatQuotient

Haig Colter

Director, Alliances

I would like to see more channel partners focus on complete solutions that may involve one or more vendors rather than pushing point products. Understanding the customer’s environment and how the tools work together will ultimately provide better security, as well as better relationships.

Veracode

Jacques Lopez

Sr. Director, North America Channels

Partner resources related to application security and their own path forward in this space. It is important [for] partners start to build a recommended template around DevSecOps design so they can reduce the support, licensing and vendor complexity around providing a solution for their customers. This will allow them to move beyond managing the solution architecture they inherit and toward a real manageable solution for their clients. Partners also need to invest in application security training for their sales reps— most partner security sales representatives are not well equipped to sell into this space.