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CounterTack CEO Predicts Consolidation, Move To Platform Play In Exploding Endpoint Security Market

CounterTack CEO Neal Creighton speaks with CRN to talk about the endpoint detection and response company's latest round of funding and what changes to expect in the endpoint security market.

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The market is pretty competitive in the endpoint detection and response space – how is your go-to-market approach different?

I think there's an overarching story about us in that we're not trying to get into the heavy direct sales game that a lot of our competitors are raising tons of money to do. If you look at the overall market, it will be interesting to see where it is 24 to 36 months from now because people have raised lots of capital and I think their revenue is lagging those valuations. They will have to grow and their basic strategy is to put as many feet on the street as they can. We don’t want to get into that game. We think we can be more capital-efficient and more leveraged if we go after partners. That's true all over the world. We can also leverage our technology through existing security companies. … In Asia-PAC, which is an extremely important market, it just seems like we got the lead because we got there first. We're taking advantage of that by not trying to put feet on the street ourselves, but by taking advantage of existing companies that already have feet on the street that need the technology and want to distribute it. We have a first-mover advantage. I do think that is a unique part of our story in a very big region of the world and we're trying to invest behind that.

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