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Secureworks CEO Wendy Thomas On Shifting From MSSP To XDR And A ‘Partner-First’ Model
Kyle Alspach
With the transition from managed security services provider to vendor now well underway, and demand surging for its extended detection and response (XDR) platform, Thomas tells CRN that ‘it was time to make the full transition to partner-first.’
Security Services Partners
For the first time, Secureworks over the last 12 months has signed up “security-focused partners” in North America to complement the national solution providers that it had already been working with, Thomas said. “And that shift into security-focused partners has opened up our ability to be involved in some of the RFPs that weren’t available necessarily as a direct sales force.”
Currently, Secureworks is in “what I like to call the end of the beginning, in terms of our MSSP transition to an XDR provider,” she said. “What it means is, partners have a great opportunity to build a high-margin services business on top of a high-margin product resale business. And it’s the combination of those two opportunities that’s important. For us as a company that has been transforming, we’ve talked in our last earnings call about ending this year with about 80 percent or more of our annual recurring revenue having transitioned to the Taegis platform. We’re getting very close to the transition of the existing base to our new product portfolio.”
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