Area 1 Security
Chief Revenue Officer
Channel veteran Steve Pataky has served in channel management roles in a number of IT security companies including SonicWall, FireEye and Juniper Networks. In August Pataky joined email security tech vendor Area 1 Security with marching orders to build channel and managed service provider partner programs —including sales and enablement—through which Area 1 will sell its products.
As the company’s new CRO and Channel Chief, Pataky made a great deal of progress in transforming what was primarily a direct go-to-market strategy into a 100 percent channel-led business. The company launched new solution provider partner and MSP partner programs and rolled out a partner recruitment campaign, signing up a number of significant partners. He also launched a self-paced sales and technical enablement program for partners and established a Threat Assessment Report for partners to add to their standard assessment offerings.
Partners accounted for 80 percent of revenue in the second half of 2020. The company plans to add an additional 50 security solution providers in 2021, as well as two Master MSSPs to the program.