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Cybersecurity firm Arctic Wolf wants to replicate U.S. channel growth in EMEA.
September 9, 2021
Arctic Wolf wants to recreate its US channel growth in EMEA.
The cybersecurity firm’s “aggressive” growth plans see it looking to recruit partners across the region. Out of 650 global partners, 30 were signed in EMEA in the last six weeks.
It has also established teams in the UK, Benelux, DACH and the Nordics in recent months. The vendor plans to open its first European Security Operations Centre (SriOC) in Germany in November, and an office in Frankfurt and London.
Arctic Wolf’s Nick Schneider
Arctic Wolf president and CEO Nick Schneider spoke to Channel Futures on a UK visit this week.
“We’re looking to build on the success that we had in the US,” he said. He added the firm wanted to “expand our reach in a meaningful way.”
“Everything we do from a go-to-market standpoint, we do in conjunction with our partners,” he said. “We’re a 100% channel company; every transaction we do with an end user involves a channel partner. That’s the way we’ve operated in the US but also the way we’ll go to market in EMEA.
Artic Wolf will recruit partners directly “for the foreseeable future”. But as it scales it “will start to look to engage distribution”. Schneider said the vendor doesn’t have a partner type in mind for its cloud-native security operations platform. Also, the company is open to working with MSPs and VARs.
“We’re taking a thoughtful approach to ensure that we don’t just sign up any partner that that wants to sign up. We want to sign up partners that have a mutual interest in growing our businesses together. It’s really hard to do that if you’re trying to meet a volume goal. It’s more about the relationship and the engagement.”
“Once we’ve satisfied that we’ll start to look to new regions and new relationships.”
The firm has started adding to its headcount in EMEA. Currently employing 20 people, Arctic Wolf plans to double this figure by the end of its fiscal year next April. This will include technical, sales, marketing and channel roles. It has already appointed an EMEA VP and general manager, Clare Loveridge.
Former CRO Schneider was appointed CEO last month, succeeding Brian NeSmith. The company has described him as “the driving force behind Arctic Wolf’s explosive growth and market leadership”. The vendor has secured 100 percent growth in year-over-year ARR for each of the last seven years. This figure rises to 438 percent growth in large enterprise customers. The company as a current market valuation of $4.3 billion.
Contributing Editor, Channel Futures
Christine Horton writes about all kinds of technology from a business perspective. Specializing in the IT sales channel, she is a former editor and now regular contributor to leading channel and business publications. She has a particular focus on EMEA for Channel Futures.
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