Tenable Launches New Channel Program To Help Partners Drive Sales Around Cloud, IoT Security

Tenable on Wednesday launched a new partner program, Tenable Assure, aimed at equipping partners with the marketing, training and deal registration ammunition they need to drive new business in the security landscape.

Chris Peterson, vice president of global channels, business development and alliances at Tenable, told CRN that partners who can serve as strategic advisors to customers around cloud, mobile, IoT and DevOps, are "critical" to the company's go-to-market strategy.

"The Tenable Assure program allows partners to license the Tenable.io [cloud-based vulnerability management platform] at a significant discount," he said. "Partners then provide all the functionality to their customers in a managed service offering. Partners can also integrate Tenable.io into their complete managed security portfolio, through our application programming interface and software development kits, while also adding their specialized managed security services."

[Related: Tenable Exec: Our 'Battle Cry' Is Enabling Channel Opportunities In IoT Security, Helping Secure Both IT And OT]

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The security company's Tenable Assure program, which goes live September 1, is "built on a partner-first mode." Tenable said this new program would provide partners with training and certifications that they need to provide their customers with strategic counsel, pragmatic solutions and custom security services.

Regarding certifications, Peterson said Tenure Assure partners could become Tenable managed security services providers, consultants, subject experts or sales professionals, allowing them to showcase their certified status as a trusted advisor to their customers.

Tenable also launched its first managed security service provider program to helps partners showcase their bespoke services to customers. This field engagement model enables customers to choose specific partner security solutions.

"We provide a wide array of sales tools, case studies, solutions briefs, demonstration software, marketing assistance and lead referrals to enable partners at every stage," said Peterson.

Tenable's Nessus platform serves as a monitor analyzing network traffic to provide visibility into managed and unmanaged assets on the network.

The company began targeting industrial IoT applications, saying in June that it has incorporated its Nessus Network Monitor with new container and web application security products, to enable vulnerability management of operational technology assets.

’Being part of the Tenable Assure Partner Program aligns well with our long-term strategic goal of building quality services and consultative-relationships with our customers," Jordan Mauriello, CTO of Plano, Texas-based managed security service provider and Tenable partner Critical Start, told CRN.

"The flexibility of the program and innovative Tenable technology allow us to build solutions that fit our customers' needs," he said. "It’s a key part of how we drive improvement with metrics-driven vulnerability management programs instead of limiting ourselves to one-time vulnerability scanning and assessment services."

Tenable said it would continue to invest in partners as part of its go-to-market strategy.

’We’re investing in our partners to help them remain competitive in a market that is rapidly evolving and together we’re building a world-class revenue-generating machine that will not only accelerate Tenable into the next stage of growth but benefit our partners directly as well," said John Negron, chief revenue officer at Tenable. ’Partners are critical to our mission of empowering organizations to accurately understand, represent and reduce their cyber risk across the rapidly changing modern attack surface."