EiQ Networks, Bay Dynamics sign up cybersecurity partners

EiQ Networks and Bay Dynamics are the latest in the growing list of cybersecurity vendors expanding their relationships with channel partner companies.

IT security vendors continued to tap the channel this week, with EiQ Networks and Bay Dynamics unveiling relationships with cybersecurity partners.

EiQ Networks, a security-as-a-service provider based in Boston, added three resellers to its channel program roster: Advoqt Technology Group, Chestnut Hill Technologies and White Rock Security Group. EiQ Networks works with more than three dozen resellers overall, according to the company. The company's SOCVue offering provides security monitoring, vulnerability management and patch management services.

James Range, president of White Rock Security Group, an IT and network security solutions provider based in Dallas, said EiQ Networks' services help his company deal with the data streaming from security point products. His company offers security offerings such as endpoint security, firewall, VPN, web filtering, and intrusion detection and intrusion prevention systems.

"What we are looking for [EiQ Networks] to do is tie all those solutions together," Range said.

EiQ Networks also offers security information and event management (SIEM) technology that his small and medium-sized business (SMB) customers can afford.

"SIEM has been around for a while, and it's a pretty cool product, but nobody can afford it -- not in the SMB space," Range said. "They are built for large enterprise organizations," he said of SIEM products.

SMB customers, however, face security threats equal to or greater than those large enterprises confront, Range said. To deal with those threats, SMBs need to be able to monitor various security products and the logs they generate. He said his company uses EiQ to correlate that data, find out what's going on in an organization and create a prioritized list of threats to be remediated.

SIEM has been around for a while, and it's a pretty cool product, but nobody can afford it -- not in the SMB space.
James Rangepresident, White Rock Security Group

Bay Dynamics, meanwhile, unveiled a partnering arrangement with Grant Thornton LLP, a professional services firm based in Chicago. The alliance gives Grant Thornton's customers access to Bay Dynamics cyber risk analytics platform, Risk Fabric. The platform helps calculates the financial effects of cyber risk based on the vulnerabilities and threats discovered in an enterprise's environment, the company said.

Risk Fabric also provides a single risk-focused platform through which an organization can look at data culled from a range of IT security tools, said Mike Saletta, vice president of channel sales at Bay Dynamics.

Saletta said many of the companies that channel partners work with have disjointed tools they don't use to their fullest potential. Risk Fabric, he added, lets organizations "take all of those countless, disjointed cybersecurity tools and make risk management more cost-effective."

Bay Dynamics said it works with cybersecurity partners such as system integrators, resellers, managed security services providers and technology companies.

The channel moves from EiQ Networks and Bay Dynamics fit into the recent trend in which IT security vendors are expanding their relationships with cybersecurity partners.

Ingram Micro gets Cisco Spark

Ingram Micro Inc. disclosed vendor partnerships at its annual Cloud Summit conference, including an arrangement to sell Cisco's collaboration services.

At the conference, Ingram Micro said it is the first distributor authorized to market and sell Cisco Spark. Cisco has been cultivating relationships with channel partners as part of Cisco Spark's go-to-market strategy.

In addition, Ingram Micro said it has widened the scope of its distribution agreement with Symantec from multi-regional to global. The distributor also became an authorized distributor for Blue Coat's network security product line, which Symantec acquired in 2016.

In other Cloud Summit announcements, Ingram Micro launched the next generation of its Odin Automation Premium and Essentials cloud delivery platforms, as well as an expanded Ingram Micro Cloud Marketplace.

Other news

Software vendor CA Technologies revamped the CA Advantage Partner Program and introduced two new partner tiers. The tiers -- Focus and Global -- are intended for strategic partners that can meet specific revenue commitments. Focus and Global partners will receive expanded benefits, such as access to dedicated sales support, enablement, assigned account management, and market and business development funds, according to the vendor.  Additionally, CA said it increased reward payouts and launched demand generation initiatives for all CA Advantage partners, including those in its Member, Advanced and Premier levels. CA also simplified performance-based incentives and rebates.

IT infrastructure provider Peak 10 said it is taking its commitment to the channel to a new level. Dave Sroka, who joined Peak 10 as vice president of channel sales in November 2016, said the company has increased its resources for partners, which includes new staff and spending. Peak 10 also recently introduced a "comp neutral" policy for its direct sales force, which aims to eliminate conflict between direct sales and partners, he said. About 40% of Peak 10's overall revenue is currently derived from channel partners, he added.

Cirrus Data Solutions, a provider of storage-area network data migration technology, said it has named HelioStor as a qualified services provider. That designation lets HelioStor, Cirrus Data Solutions' first qualified service provider from the EMEA region, provide data migration services using the company's Data Migration Server product.

CoreDial, a white-label cloud communications vendor, integrated its SwitchConnex platform with ConnectWise Manage customer relationship management software. CoreDial partners can use the ConnectWise integration for free, the vendor said.

Westcon-Comstor has agreed to offer Servion's ServCloud hosted contact-center-as-a-service offering. ServCloud will be available through Westcon-Comstor's BlueSky marketplace.

TierPoint LLC, a hybrid IT solutions provider, said it has successfully completed its annual compliance audits for HIPAA, PCI-DSS, GLBA and SOC 2 Type II. The round of audits covers all of the company's data centers, according to TierPoint.

Next Steps

Read about cybersecurity channel trends to watch for in 2017

Find out why MSPs can't overlook the cybersecurity market

Learn about channel partners that pursue larger customers with IT security services

Dig Deeper on Channel partner programs

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