Arctic Wolf Networks Bets on Channel for SOC Service

Arctic Wolf Networks, a provider of a security operations center (SOCs) that is delivered as a managed service, announced this week it will rely 100% on channel partners to drive all future sales.

The goal is to leverage the trusted relationships that partners typically have with small-to-medium business and midmarket enterprises at a time when most partners don’t have the expertise or capital required to build their own SOC, says Arctic Wolf Networks CEO Brian NeSmith.

As part of that effort, Arctic Wolf Networks has revamped its partner portal to make available go-to-market tools and training available on-demand. In addition, Artic Wolf Networks has added a deal registration program and plan to work with distributors to drive increased adoption of its security services via partners.

As cybersecurity becomes a more daunting challenge for organizations, NeSmith says organizations with fewer than 1,500 employees are increasingly opting to rely on external service providers to secure their IT environments. While that presents an opportunity for channel partners, most solution providers in the channel have limited resources. By aligning with Arctic Wolf Networks, solution providers can allocate their resources in other areas.

“It allows partners to use their resources more wisely,” says NeSmith.

Channel partners are increasingly being required to address cybersecurity issues as a core element of any managed service they provide. Partnering with a provider of a SOC service enables them to address that requirement without necessarily needing to hire and then retain cybersecurity professionals of their own. Not only is there a scarcity of cybersecurity professionals, many of them command salaries that are beyond the range of what a solution provider might be able to afford.

Going forward, it will be interesting to see just how many providers of managed security services launch similar channel programs to address a market opportunity that is way larger than any direct sales force could ever hope to cover all on its own.