CONTINUOUS SECURITY VALIDATION & MITIGATION
CHRIS JENKINS
Global MSSP Partner Strategy
GLOBAL MSSP LANDSCAPE.
• 2018 - $10.7bn
• Predicted CAGR 15.4%
• EMEA – Largest global market
• APAC - Fastest region for growth
• Mature & Competitive Market looking for
differentiation
• Traditional NOC’s transforming in to SOC’s
• Systems Integrators & Telecomms moving in
to MSSP space
WHAT ARE MSSP’S LOOKING FOR?
Successfully Monetize
their Security
Expertise
Grow Customer base
through Next
Generation Security
Drive & Differentiate
Renewals
Increase & Drive
Profits
Increase Customer
Value, Experience &
Satisfaction
Increase Upsell
Opportunities
Scalable Growth &
portfolio Roadmap
Simplified Pay as you
Grow pricing model
Increase Market
Penetration & Market
share
Exclusive Tiered
Partnership
Joint GTM & Sales
Enablement
Lock out Competition
PARTNER ENGAGEMENT & RECRUITMENT PLAN
Exclusive, Limited & Targeted Partners reduce Overlap
• Unique Vertical Expertise
•
Finance/Insurance
•
Government
•
Utilities
• Regional/Geographical Coverage
•
Country Focused
•
Regional Coverage
•
Global Footprint
• UK 4-5 Partners
• EMEA 5 Partners
• Year 1 only 1 Exclusive Global Partner
Closer Alliances engagement with Technology Vendors & Distribution
(Exclusive Group, Cisco, Checkpoint, Fortinet & Palo Alto
3 x 3 x 3 Sales Initiatives
MSSP
Partner
SI/ Security
VAR Partner
(3 Accounts)
(3 Accounts)
(3 Accounts)
Vendor
Partner
Distribution
Partner
(3 Accounts)
(3 Accounts)
Executed & Reviewed Monthly against Target & KPI’s
PARTNER MARKETING & DEVELOPMENT TOOLS
• Not For Resale (NFR) Licensing Program limited license for partners or full product for Case
reference?
• Partner Technical Training (At No Cost)
• Partner Portal (Primary Interface for MSSP’s)
•
Track Pipeline Opportunity
•
Collateral
•
Case Studies
•
Reports
• Picus Partner Mobile App
• Incentives & Rebates (based on Revenues recognised Rebates for MDF to be matched or other
activities.
• Marketing Programs (MDF) & joint initiatives
30/60/90 DAY PLAN
First 30 Day
• Meet the team
• Product Knowledge transfer
(BAS platform)
• Technical Deep Dive
• Meet with Customers,
Partners, Disti’s, Vendor
technology partners
• Familiarise with Corporate
knowledge, systems & culture
• Understand Road map
30 – 60 Days
• Increase the amount of time
with new & existing
customer and partners
• Review & propose changes
to the Partner Program
• Customer & Partner review
• Feedback from Exco “are we
aligned”?
• Deeper product knowledge
• Increased responsibility
across the business
60 – 90 Days
• Detailed GTM & Strategy for
next 12 months
• Accelerate partner
engagement to review
forecasted revenues &
pipeline
• Agree MSSP strategy and set
KPI’s & objectives in line
with the proposed business
plan
WHAT VALUE DO I BRING TO PICUS SECURITY
• 20+ Years proven track record of building, develop and growing security businesses
• Senior level contacts within the Cyber Security industry which relates to:
• Global & European Customers
• Closely aligned with the development of MSSP services and the acquisition of SOC
businesses for integration in to Telcos looking to embed Security services within their
portfolio.
• Past 10 years actively involved with selling Managed Security Services
• Partnered with key security VARs and distributors on a global basis
• High level relationships with the best of breed technology Vendors
• Managed & grown security business focused in the UK, EMEA, APAC & Globally.
• Sold the largest single Security deal for Checkpoint to HSBC for $45m
I thrive in the start up environment and
have introductions from Day 1
THANK YOU!