Bay Dynamics Launches New Partner Program At RSA To Help Channel Combat Insider Threats

Bay Dynamics is getting back to its channel roots at this year's RSA Conference, launching a partner program Monday to help its channel partners better address the insider threat challenge.

The insider threat problem is very real, as 62 percent of IT professionals say they've seen an increase in insider threats in the past year, according to a study by Crowd Research Partners. The same study found that fewer than 50 percent of IT professionals felt they had the appropriate controls to combat insider threats.

San Francisco, Calif.-based Bay Dynamics started as a user behavior analytics company more than 15 years ago. It evolved in the early 2000s into a consulting company, acting as a VAR for multiple large security vendors. In 2007, it launched its Risk Fabric cyber risk analytics platform to help companies pinpoint insider threats.

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While the technology itself is critical to fighting insider threats, co-founder and Chief Technology Officer Ryan Stolte said, customers also need the expertise and assistance to set up and run the analytics platform. That's why working with the channel is so critical, he said, and why Bay Dynamics is expanding its partner approach Monday with the launch of a formal partner program.

"It takes a community of people that are experts at insider threats and can get these systems up and running," Stolte said. "I think this program is an acknowledgement that we all want to work together to solve the problem, and it's something there's been a lot of demand for by customers."

Kier Lane, CEO at Latus Solutions, Redwood City, Calif., said his business decided to partner with Bay Dynamics as it looked to help its customers better manage risk by reducing threats and cutting back on complexity. He said Latus Solutions has already migrated most of its systems to the company's cyber threat management platform.

"Bay Dynamics represents a really good opportunity for companies to integrate lots of technology and quickly see threats, rather than taking a long time to simplify the tools you need to do that," Lane said.

Ultimately, that's all about driving better outcomes for the customer, he said. That is the most important factor in a vendor-partner relationship, he said.

"We're very customer-focused," Lane said. "It's all about the customer."

The new partner program, which Bay Dynamics has dubbed the Insider Threat Alliance, will have three levels: referral, silver and gold. The levels will be based primarily on revenue requirements.

Bay Dynamics will target primarily regional and national reseller partners, said Lee Sher, director of channels and alliances. He said Bay Dynamics has about seven reseller partners right now, a number he said he hopes will reach around 20 by the end of the year. He said the company also hopes to add three to five system integrator partners as well as one or two MSSP partners.

"Our existing partners form the core of this [new program], but it also gives us a unified direction as an alliance to say what other types of partners are complementary, and we should be inviting to this same alliance," Stolte said. "Where can we fortify to be better together?"

The ultimate goal, Stolte said, is to push most of the company's business through partners.

"We are a channel-focused company and we want to go that way," Stolte said. "Our heritage is being in the channel."