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Resilient Systems Steps Up Partner Program To Meet Growing Demand For Incident Response Platform

Resilient Systems is investing big in expanding its partner program, both through recruiting and investing in current partners.

Because of growing partner demand for its incident response technology, Resilient Systems is investing big in expanding its partner program, the company said earlier this week.

Cambridge, Mass.-based Resilient Systems takes pride in its security technology, which moves beyond prevention and detection to helping customers respond to attacks. The company's Incident Response Platform allows partners and clients to take their incident response to the next level after an event is discovered, arming them with the data, intelligence and workflows they need to fight back, Resilient said.

Partners, such as Montvale, N.J.-based Gotham Technology Group, are flocking to the solution because it addresses a "critical gap" in a comprehensive security strategy that includes prevention, detection and response, said Gotham Chief Technology Officer Ken Phelan.

[Related: Digital Guardian Acquires Code Green In Bid To Become One-Stop-Shop For Data Loss Prevention]

"Organizations today are looking to achieve cyber resilience -- and incident response is a clear and growing requirement," Phelan said.

As the demand for the technology increases, with 20 of the Fortune 100 already using it, according to the company, Resilient is ramping up its investments in the channel. While Resilient has been working with the channel for some time, CEO John Bruce said it is looking to take it to the next level and drive more demand for a "next generation" program and support for partners.

"We think our future lies principally in the channel," Bruce said.

To facilitate that growth, Resilient recently hired Randy Johnston and Olly Carter to lead channel partnership programs in North America and EMEA, respectively. Johnston comes to Resilient from Integralis and Carter from Centrify Corp.

Since joining the company in the spring, Johnston and Carter have spearheaded a rapid expansion of the Resilient partner base, bringing the company's total partner base to 40 across 19 ountries. These partners are highly focused, working primarily in incident response, and also including MSSPs and larger security VARs, said Gene Fay, vice president of sales.

Fay said recruiting the right type of new partners alongside making heavy investments in current partners will help Resilient target "aggressive" revenue goals and grow its channel business revenue as well as the channel's percentage of its business.


"As we roll into Q4 and 2016, it's very much about expanding the channel and growing," Fay said. "The early success that we've had in 2015 with over 100 deals registered is really an indication for where we will continue to invest within the organization to empower the partners to be successful."

To accomplish that, Resilient has focused on its deal registration program, giving partners a "substantive" part of the margin, and built out its certification program to provide additional training resources, Resilient said. The company is also ramping up hiring of support staff for the channel, including channel sales and technical resources.

Resilient will also soon be expanding further into international markets, launching an official partner program in the Asia-Pacific market, the company said.

PUBLISHED OCT. 7, 2015

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