IntSights, a provider of a platform for centralizing threat intelligence, this week launched a global three-tier channel program as part of an effort to transition to a business model that is wholly dependent on the channel.
The company is looking to recruit both reseller and managed service providers (MSPs) that have some existing cybersecurity expertise, says Jay Zimmet, chief revenue officer (CRO) for IntSights.
The IntSights threat intelligence platform is differentiated most by its ability to be easily integrated with a wide range of sources of cybersecurity intelligence, says Zimmet. Rival platforms require a significant amount of more time to configure and deploy, adds Zimmet.
Currently, about 64% of the revenue generated by IntSigths is derived via channel partners, notes Zimmet.
The biggest challenge for partners is that a threat intelligence platform is not typically sold based on features and functions, says Zimmet. Partners need to focus their efforts primarily on customers that already have a fair amount of appreciation for threat intelligence analytics, notes Zimmet.
“It takes a lot of education,” says Zimmet.
IntSights plans to soon make available a software-as-a-service (SaaS) version of its platform, says Zimmet. While that should increase the total addressable market for IntSigthts, there will still be plenty of customers that will prefer to have security analytics tools deployed in an on-premises IT environment.
As cybersecurity threats become more difficult to thwart, more organizations than ever are investing in cybersecurity intelligence platforms to augment their cybersecurity staff. At a time when organizations are still finding it difficult to hire and retain cybersecurity professionals, tools that augment the capabilities of existing cybersecurity staffs are in high demand. The theory is the more forewarned a cybersecurity team is the better they will be able to respond to whatever cybersecurity attack inevitably comes their way.
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