Lacework

Lacework on March 28 announced a new program tailored to the needs of managed service providers as the cloud security vendor seeks to accelerate its deployments with MSPs and MSSPs, while also unveiling new benefits for partners in its broader channel program. The Lacework MSP Program, a subset of the company’s overall partner program, recognizes that “we can’t just pigeonhole that particular route to market and that partner ecosystem into a reseller program,” said Brian Lanigan (pictured), vice president of worldwide channel and alliances at Lacework.

The program also takes into account the fact that for many MSPs and MSSPs, “they actually go to market in the channel,” he said. “So they might deliver a managed service, and yet they might execute with a GuidePoint or an Optiv or somebody else, in terms of the transaction.” In those types of scenarios, Lacework will now credit both entities — the MSP/MSSP and the transactional partner — for the respective value that they create, according to Lanigan.

“And then the more they get certified on Lacework capabilities, and what they could deliver to the market, the more benefits we’re going to deliver to them in terms of incentives,” he said. For providers of managed services, that is often more about back-end incentives, he noted.

Other updates to the Lacework Partner Program include the launch of a cloud security assessments offering to partners. The offering consists of complimentary access to Lacework experts for one week, during which time the experts will perform “a bespoke assessment of the cloud security posture for the customer,” Lanigan said.