Monday Morning Impact – June 8

By Ken Presti, Senior Consultant, Channel Impact

Lookout Announces Enterprise-class Mobile Threat Protection

Lookout, a San Francisco-based mobile security vendor, has introduced “Lookout Mobile Threat Protection,” which allows large enterprises to embrace mobility in the workplace while protecting company data, securing against malicious attacks, and maintaining compliance with security policies through effective risk management.

Building upon extensive experience and substantial footprint in the consumer market, the company has now developed an enterprise-grade version that is set for general availability on June 30th.

The product includes advanced malware protection, identification of risky applications, security based on user groups, sideloaded app detection, advanced rootkit and jailbreak detection, MDM integration and cross platform protection that defends both Android and iOS devices.

“In bringing Lookout’s predictive security model to large enterprises, we seek to close the gap in an enterprise’s security strategy that results from simply managing mobile devices, not securing them,” said Aaron Cockerill, VP of Products at Lookout. “As mobile devices become the predominant productivity tool in the enterprise and the number of devices in an organization multiplies, CISOs are being left in the dark as to the risks that these devices introduce. Lookout Mobile Threat Protection offers not just visibility, but protection from these risks.”

Channel Impact
The variety of devices that access corporate resources have long posed a challenge to security-specialized partners seeking to defend the client’s perimeter. An enterprise-class application to defend those networks provides a solid value proposition for channel partners and customers, alike.

vArmour Launches Distributed Security Channel Program

vArmour, a Mountain View, Calif-based data center security company, has rolled out a new global channel partner program dubbed the “vArmour Invited Partners” (VIP) program.

The overall value proposition focuses on the delivery of extensible, scalable, independent and actionable controls to protect the data center stack.

“We are at an intersection where enterprises must securely transform their data centers to stay competitive,” said Dean Hickman-Smith, SVP of Field Operations for vArmour. “The movement to distributed systems presents a unique opportunity for our strategic channel partners to transform and accelerate their businesses as well.”

The program features a high-touch “Sell With” model that promises extensive partner support throughout the sales cycle, as well as enablement and educational infrastructure.

Global channel partners already engaged with the VIP program include Atos, Big Technology and EVT.

Channel Impact
As cloud computing continues to gather momentum, security at the data center becomes increasingly important, and also represents a huge opportunity for channel partners. vArmour says its go-to-market strategy is exclusively based on its channel partners.

Verizon Expands Partner Program to Public Sector

Verizon Enterprise Solutions today announced it is expanding its Verizon Partner Program (VPP) into the public sector, and has hired channel veteran Alex Hart to lead this initiative towards a strong position with government agencies across the federal, state/ local and education markets.

Hart previously served in senior leadership roles at VMware Corporation and Symantec.

Through the channel program, technology providers can offer Verizon’s cloud, mobility, Internet of Things, advanced communications and intelligent networking solutions to their client base.

“With a focus on growth, we are expanding our highly successful channel program to the public sector,” said Adam Famularo, vice president of Global Channels for Verizon Enterprise Solutions. “As the largest communications provider to the U.S. federal government, we know there is huge demand for our services and we can best fulfill this need through our Verizon Partner Program.”

The program features a tiered benefits structure with benefits that map to commitment level. The program’s three go-to-market models are “Sell With,” through which partners jointly pursue opportunities in conjunction with Verizon personnel; “Resale,” through which partners package and resell services; and an agency model that enables providers to sell selected products/services on behalf of Verizon.

The VPP includes training and certification, as well as tools necessary to operate within the program. The program also helps IT resellers monitor current public sector opportunities as well as to align resources and responses in ways that maximize the likelihood of success.

Channel Impact
The program runs the gamut between resale and the type of agency model more commonly associated with service providers. Although the government/education verticals can be lucrative, they also tend to require procedures far different from the commercial and enterprise markets. Thus, any related assistance available to partners is a positive development.