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Black Hat USA 2018: Mimecast Describes New Channel Ecosystem

Mimecast's Julian Martin discusses new channel ecosystem ahead of Black Hat USA 2018.

Email security specialist Mimecast is in the midst of developing a new channel ecosystem that execs say could lead to more opportunities for partners.

’Many vendors look to sell their solutions in a single instance,’ said Julian Martin, vice-president of global channels and operations, at Lexington, Mass.-based Mimecast. ’What we’re demonstrating here is an ecosystem that we’re developing. They include both alliance partners, who work with complimentary technologies, but also those who wish to integrate into our service.’

The initiative will be on display at the Black Hat USA 2018 conference this week, where the vendor will be highlighting several recent announcements, like the recent acquisition of Ataata.

Ataata, founded in 2016 and based in Maryland, aims to reduce human error in the workplace through employee training videos that measure cyber-risk training effectiveness. According to Martin, the acquisition allows partners to sell more Mimecast services into their end-user.

Another announcement that extends a partner’s engagement with a customer is Mimecast’s new alliance partnership with DMARC Analyzer. The partnership allows a partner to bring two different solutions together into one proposal for the end-user. Customers use Domain-based Message Authentication, Reporting and Conformance (DMARC) to more effectively block impersonation, phishing, spoofing and malware attacks by combining email channel visibility and reporting with DMARC Analyzer as well as Mimecast DMARC policies at the gateway and Mimecast Targeted Threat Protection.

Martin says the mission is to encourage partners to develop long-term customer revenue streams.

’Don’t just look at the product on the table,’ said Martin. ’Look left and right. The end-user will be looking for these services. They’re looking for web solutions. They’re looking for awareness training. Don’t leave money on the table.’

For more of CRNtv’s interview, watch the above video.

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