Difenda is shifting to a channel-first business model.

Edward Gately, Senior News Editor

February 22, 2022

3 Min Read

Difenda, the managed detection and response (MDR) and SecOps-as-a-service provider, has launched its first formal partner program.

It also has hired Juliana Zaremba, previously with CDW Canada, as strategic partnerships director. She’ll lead the company’s overall channel strategy and channel-led growth initiative.

Zaremba led strategic initiatives at CDW Canada, a subsidiary of CDW. Before that, she served as vice president of client advocacy at Herjavec Group.

Through Difenda’s channel program, partners can sell Difenda Shield powered by Microsoft directly or as a white-label offering. Difenda Shield includes MDR, advanced vulnerability management (AVM), and governance, risk and compliance (GRC).

Here’s our most recent list of important channel-program changes you should know.

Difenda says the program has a flexible engagement model. This allows the partner to customize the program in alignment with their business goals. Partners can access new capabilities and products as they’re released, without renegotiating their program engagement.

Shifting to Channel-First


Difenda’s Juliana Zaremba

“This is an expansion and enhancement, and formalization, of the partnerships that Difenda started in the last few years,” Zaremba said. “Previously, Difenda was working with a few partners to bring their solutions to market.”

With this announcement, Difenda is shifting to channel-first, and in the future a channel-only model, she said.

“This program will support the ability for Difenda to connect with more partners, and formalize how they build programs and strategies with the partners in their program,” Zaremba said. “And they are excited to use this opportunity to bring SecOps-as-a-service and a Microsoft Security solution to more customers.”

Difenda has made traction organically into a more strategic and streamlined approach to processes with its top partners, she said. That includes Microsoft and the channel.

“With continued growth plans, and the benefit of working with partners to jointly bring the best security solutions to their joint customers, it was the perfect time to announce the formal channel-first program,” Zaremba said.

Not One Size Fits All

Difenda has formalized the program, but it’s not a tiered model where one size fits all, Zaremba said.

“Being able to meet with each partner allows us to formulate a plan and strategy that uses the tools Difenda has created to enable partners for success while applying them in a way which meets the strategic needs of each partner,” she said. “These custom programs are what led to strong partnerships for Difenda in the past, and are what sets this channel program apart.”

The Difenda team has created documentation for partners that range from sales tools through to technical education items, through to co-branded materials, and most importantly the demo of Difenda Shield and the MDR offers, Zaremba said.

The partner strategy and tools will allow each partner to overcome typical pain points when serving their customers, she said.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Edward Gately or connect with him on LinkedIn.

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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