SecurityScorecard, a provider of cybersecurity risk analysis software delivered as a software-as-a-service (SaaS) application, has revamped its global channel program as part of an effort to double the amount of revenue that originates from partners.
To achieve that goal the company is making available additional rebates and incentives along with increasing margins for partners and the amount of market development funds (MDF) the company maks available, says Nicole Stavroff, senior director of worldwide channels at SecurityScorecard.
The SecurityScorecard channel program spans five different tiers covering both resellers and managed service providers (MSPs). SecurityScorecard doesn’t have a precise number of partners it is looking to recruit. Partners will be evaluated more the on relationships they have with executives within their customer base and how energetic their sales staff is, says Stavroff.
SecurityScorecard as a provider of a SaaS application gives channel partners an opportunity to move into the cybersecurity space in way that doesn’t necessarily require a lot of expertise on the part of the partner, notes Stavroff. In addition, SecurityScorecard as a SaaS application is relatively simple for partners to offer because it doesn’t require anyone to be on the customer site, added Stavroff.
“It’s a non-intrusive SaaS platform,” says Stavroff.
As more customers begin to appreciate the scope of the cybersecurity threat they face investments in tools that enable them to assess their security posture are increasing. Rather than requiring a team of cybersecurity professionals to be on-site to spend weeks analyzing processes and policies, applications such as SecurityScorecard allow customers to assess their cybersecurity capabilities in accordance with a set of best practices that SecurityScorecard has incorporated into its application. Armed with that information, customers can then prioritize their security spending.
SecurityScorecard might never be able to entirely replace the need for an on-site inspection. However, at a time when most organizations have access to a limited number of cybersecurity professionals, there’s no doubt application such as SecurityScorecard provide a means for partners to at the very least start having a meaningful cybersecurity conversation with end customers.
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