Secureworks has announced that it is pursuing a channel-first strategy and building relationships with partners and distributors.
The security outfit was once an MSSP, then became an XDR specialist with a threat intelligence system that could update its defences in real-time.
Secureworks EMEA sales boss Simon Moor said that it had become clear to the firm that a channel-first approach is the key to widening its reach and growing market share.
Moor said: “Historically, we were a managed security service provider. We have completely stopped doing that, so we are rebuilding our partner community. We are working with organisations like Ignition Technology to recruit the right partners to offer our managed XDR capability or just to resell our software.
“We launched last month globally a new way of us going to market that is partner-first, all new business through our partners. We have kicked that off in North America already and are in the process of recruiting the partners in EMEA to be completely through the channel in the first part of next year.”
The firm already puts at least 80 percent of its business through the channel, but Moor wants to build on that and make it a truly partner-first organisation. The business works with Ignition in the UK.
“We are looking at different distributors in the Middle East and across the whole of continental Europe. I want our partners to be able to augment our capabilities with other services, with other vendors, with each other, so we build in really interesting go-to-market propositions.”
Moor said the benefits of the partner-first approach would not only be gaining a wider geographical coverage, but it also expected its position in key vertical markets to be bolstered by working with channel experts.
“We don’t want to recruit hundreds of partners – that’s not the plan. We want to recruit an appropriate number so we have the right skills, but we are really relevant to those partners, so they can make some really good money and we continue to invest in demand generation,” Moor said.
