Vectra, a provider of a platform for detecting and mitigating malware, this week appointed Didi Dayton to be the company’s vice president of worldwide channels and alliances.
Previously, Dayton was the channel chief for Cylance, a provider of anti-virus software that has been acquired by Blackberry.
It’s too early to say how the Vectra channel program will evolve beyond the fact that Vectra is 100 percent committed to selling via the channel and that the program won’t be volume driven, says Dayton. But Dayton does note malware detection represents a major opportunity for channel partners. IT organizations have historically invested in firewalls and antivirus software. But as IT organizations come to realize how much malware is circumventing those defenses they are focusing more of their efforts on hunting for dormant malware before it gets activated, says Dayton.
The creates opportunities for both traditional resellers as well as managed security service providers (MSSPs) to address cybersecurity issues, says Dayton. MSSPs are especially successful these days because many IT organization would rather focus their limited resources on things other than cybersecurity, adds Dayton.
Channel partners that specialize in cybersecurity are trying to strike a balance between making a case for emerging technologies and previous generations of technologies that are still being employed by customers. While many customers are pre-disposed toward spending more on cybersecurity, many of them are also shifting some cybersecurity budget dollars away from legacy solutions.
“A lot of the solutions customers have in place were built 20 years ago,” says Dayton.
Regardless of the path chosen by customers, however, it’s clear channel partners will need to expand their cybersecurity line cards to address a rapidly changing cybersecurity landscape. After all, once an organization suffers a cybersecurity breach, they are generally not as well-disposed to their existing solutions as they once might have been.
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