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CRN Exclusive: Dell Security Launches Privileged Account Management Solution

Dell Security has launched a new identity and access management solution for privileged account management that will open the door to big new opportunities for partners.

Dell Security is deepening its offerings in the identity and access management space, launching a new privileged account management solution that it says will be immediately available to channel partners.

The solution, called Dell One Identity Safeguard for Privileged Passwords, adds additional controls and security around privileged accounts, including admins on SonicWall next-generation firewalls. In particular, the new solution provides capabilities to automate and secure admin credentials, simplifies management of privileged accounts under a single architecture, and includes self-protection features to make it resistant to attack.

Curtis Hutcheson, vice president and general manager of Dell Security Solutions, said the launch holds true to a promise Dell made to its partners at the Dell Security Peak Performance conference, where it committed to launching more identity and access management solutions. Hutcheson said this solution further bolsters Dell’s security connected vision. ’This is our version of changing the industry and accelerating the ability to add this [privileged account management] layer, which we think is very important,’ Hutcheson said.

[Related: Dell Security Steals FireEye Global Channel Chief To Lead Worldwide Security Sales]

That additional layer is important, Hutcheson said, as the vast majority of breaches include some sort of privilege abuse. According to the 2015 Verizon Data Breach Report, 55 percent of insider incidents involved privilege abuse.

In addition to adding an additional layer of security in a critical area, Hutcheson said the new solution offers two new avenues of opportunity for partners. First, he said partners can use the solution internally to be more strategic and offer best internal security practices. Second, he said the solution is easy to implement and is a great, simple way for a partner to add an additional stream of security revenue in a critical area.

The solution is the first identity and access management solution offered by Dell to the channel at the get-go, he said. It will be immediately available through the channel in North America and EMEA, according to the Round Rock, Texas-based company.

’We’ve had a lot of uptake in interest in the channel,’ Hutcheson said. ’It’s a natural extension of what they do and it’s, frankly, a best practice.’

The new Dell identity management solution opens the door to a "large-scale opportunity" for partners, said Michael Crean, founder and CEO of Solutions Granted, a Woodbridge, Va., Dell SonicWall partner.

"This is monumental," said Crean of the new offering. "This is bringing enterprise [security] tools to the SMB space. When you look at the security landscape, one of the weakest points is always the end user. Anytime we can get something like this that helps manage that privileged account access and make it more secure is a big deal. We need to make it harder for the bad guys who are trying to take advantage of the end users who think it is OK to have a password that has their kid's or dog's name in it. "

Crean is already exploring the potential for offering the Dell One Identity Safeguard for Privileged Passwords as a managed security service offering. "That is going to happen," he promised. "We are going to be blazing that path."


Solutions Granted is already driving "robust" managed-security-as-a-service momentum with the Dell SonicWall FireWall-as-a-Service offering, said Crean.

As many as four out of 10 customers are now opting for security as a service, said Crean, and he expects that to jump to as many as seven out of 10 this year. "When you are a small business with just 10 employees, you can't afford to bring in a $150,000 employee to manage security," he said. "But you can afford to outsource it to someone like us."

The Dell SonicWall Firewall-as-a-Service offering is only sold through channel partners. "We are really proud to be part of that program," Crean said. "We have never seen Dell compete with us in the managed security services market."

In fact, Dell is helping Solutions Granted, the 15-year-old managed security as a service superstar, land larger deals with companies looking for proven security expertise. Solutions Granted, a onetime SonicWall Most Valuable Partner Of the Year winner, is working hand in hand with Dell on at least several opportunities every month, said Crean. "That is massive," he said. "It shows the intent of the organization to change the spots on the dog."

Solutions Granted experienced double-digit sales growth in its Dell business in 2015 and is looking forward to another strong year in 2016 with Steve Pataky, former FireEye vice president of worldwide channels and alliances, taking over just last month as Dell vice president of worldwide security sales. "Steve is a real channel advocate," Crean said. "That appointment proves Dell's allegiance to the channel and that they are really serious about the channel go-to-market model."

STEVEN BURKE contributed to this story.

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