With what seems like a new data breach hitting the news every day, companies such as Resilient Systems that focus on incident response report seeing incredible growth.
The market for incident response is fairly new, according to market research firm Gartner, with only a handful of vendors -- including Resilient Systems as well as DFLabs, Hexadite, ID Experts and Resolution1 Security -- offering compelling solutions. But while the market is small now, Gartner said, demand for the solutions is "likely to evolve and grow."
Cambridge, Mass.-based Resilient Systems said it is already seeing that demand start to take off, according to CEO John Bruce, with "tremendous" revenue and customer growth -- and industry recognition for its technology from CRN, Gartner and others.
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Resilient Systems' Incident Response Platform is designed to help clients move beyond just prevention and detection to focus on response, using tools such as data, intelligence and workflows to orchestrate the most effective actions.
That type of technology is growing in importance, Bruce said, because of a rising number of attacks and a deficit of technologies designed to help companies after the fact of an arguably inevitable breach.
"Most security companies are focused on prevention and detection," Bruce said. "Attacks are rising, and at the time they need us, we leave them high and dry. Security teams around the world are run ragged. We have to have technology purpose-built for response. ... This is a universal problem, and we feel like we're bringing real value to our customers."
Ken Phelan, chief technology officer of Gotham Technology Group, a Resilient Systems partner based in Montvale, N.J., said he sees clients starting to demand more incident response technologies. He said Gotham partnered with Resilient to fill that "gap" in the security portfolio.
"By working with Resilient Systems, we are able to address this critical gap, and offer truly comprehensive solutions that align response with prevention and detection," Phelan said.
That need is driving Resilient to rapidly expand its business, doubling its head count to 80 employees over the past year and adding six employees in offices around the globe, including Europe and Singapore. The company is also seeing a rise of deals through partners in the six- and seven-figure range, according to Gene Fay, vice president of sales, and more than 100 deals registered through partners in 2015 so far.
Beyond the platform sales themselves, Fay said, there is an opportunity for partners to build services around the offerings, creating incident response plans and monitoring on an ongoing basis using the platform.
While the company declined to address growth targets, Fay said Resilient has set "aggressive revenue goals" for the next couple of years. That will be achieved, in great part, by a bigger investment in its channel business, he said while unveiling the rollout of expanded partner investments earlier this week.
PUBLISHED OCT. 8, 2015
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