US-based endpoint security software vendor Cybereason has launched in Australia, opening an office in Sydney and revealing a distribution partnership with Nextgen Distribution.
The Sydney office will serve the vendor’s newest region in Australia and New Zealand, the latest move in the company’s global expansion. The company also said it would drive business 100 percent through the channel, and appointed Charles Cote to lead the vendor’s charge in Australia and New Zealand.
Cybereason's suite of security solutions includes behavioural cyberattack detection software Cybereason Deep Detect and Respond, risk reduction and anti-malware guard Deep Prevent and data collection, analytics and threat watch system Deep Investigate, among others.
Cote joined the company in October last year and his career in IT spans some 20 years including roles at Firemon, FireEye, Solera and Fortinet. He told CRN the next several months would be devoted to identifying new partners and growing the cybersecurity startup’s business through the channel.
“Having been here for 15-and-a-half years and knowing the local market I recognised the importance of leveraging the channel. So we will be driving demand from a vendor perspective but working 100 percent through the channel here,” he said.
“Cybereason’s newest office in Australia and New Zealand will make it easy for partners of all sizes to work with us from environments with 1000 or fewer endpoints to several million endpoints.”
In addition to the company adding Nextgen as its first distie for the region, Cybereason has also partnered with Sydney-based security firm Seccom Global, the first of a new set of dedicated channel partners the vendor hopes to recruit here.
“At the moment I’m leveraging channel marketing out of our [US] headquarters as we grow the channel and bring on new partners, and in the latter half of the year we’ll look to bring on a channel manager,” Cote said.
“I’m very excited about the opportunity, one of the fantastic things about Cybereason is that we are the first purpose-built cybersecurity solution developed from the ground up. Our leadership, chief executive Lior Div and other executives who developed the technology about five years ago, developed it around industry expertise in cybersecurity.”
Part of Cybereason’s strategy to get to know new partners includes an upcoming event at Nextgen Distribution's Sydney office and a customer event with Seccom Global.
Cybereason will also discuss its partner program, which offers authorised, gold and platinum partner tiers, marketing development funds and deal registration through its partner portal.
“Partners can engage in opportunities where they will be protected and given an incentive discount to drive business with us on deals that they register,” Cote said.
“One thing in particular that we’re very keen on is leveraging our partners to provide a new revenue stream for their organisation. We’re also talking to partner organisations about hosting specific events at their offices to promote those opportunities."
Cote said partners will be supported through presales and sales support, and that Cybereason would work "hand-in-hand" with partners through the sales cycle to close business. Free online training will also be available to partners, as will be demonstration licenses of Cybereason software, so partners can test drive and familiarise themselves with the solution.
“One thing we want to make clear is our channel mantra,” Cote said. “We are building our business in line with the channel, so rest assured the channel can feel comfortable there won’t be any questions about how we’ll do our business locally.”