The new program focuses on the industry trends of how buyers buy.

Edward Gately, Senior News Editor

May 10, 2022

3 Min Read
partner program

eSentire channel partners now have access to the company’s new e3 partner ecosystem. e3 represents experience, expertise and eSentire.

eSentire says it is prioritizing a collaborative and flexible partner experience. Every e3 ecosystem member can excel in showing their customers they are experts in cybersecurity services.

e3 partners include global MSPs, MSSPs, VARs and technology solutions brokerages (TSBs). They receive:

  • Preferential access to managed detection and response (MDR) and incident response (IR) services.

  • Stable recurring revenue and business development acceleration.

  • Personalized, on-demand training and sales support.

New Program with New Focus

Bob Layton is eSentire‘s chief channel officer. He said e3 focuses on the industry trends of how buyers buy.


eSentire’s Bob Layton

“We are evolving our partner program toward an ecosystem approach to partner engagement,” he said. “The e3 ecosystem will focus entirely on how we simplify security sales and deliver value to our partners as well as to their end customers. Security is an enabler, the glue. Security drives the outcome of a business objective, acting as the enabler, or the glue for organizations to move workloads to the cloud or mitigate risk.”

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

e3 is a “totally different approach,” Layton said. Partners are solving true business problems, not “simply covering off on infrastructure and software fulfillment.”

“With our relationships, integrations and delivery models, eSentire is at the intersection of the security buying journey,” he said. “And as such, we realized we must appeal to an entirely new set of buyers and support our partners on their buyers’ journeys that they’re not accustomed to dealing with, from boards to insurance firms, to legal and/or compliance teams, for example. We are in a unique position to further support the collaboration that buyers are looking for among security vendors. We take personal ownership over protecting our customers’ organizations and are looking for e3 ecosystem partners who are evolving their businesses along with the new buyer’s journey in the market.”

Business Leaders Looking to eSentire Channel Partners

Business leaders across multiple departments are now presenting their needs to eSentire channel partners, Layton said.

“The requirements are changing so rapidly and our partners are now asked to provide value to every part of a business enabling digital transformation, cloud migrations and cyber risk reduction,” he said. “We can help there on all fronts.”

Partners are morphing their businesses into not one of exclusive reselling and integration, but one as the trusted adviser and evolving with their clients’ business, Layton said. This can be in the form of managed services or being a consultant on what fits a client’s needs.

“Regardless of where our partners are in their partner journey, we extend eSentire’s authority in MDR, allowing them to establish themselves as an authority in MDR for their clients, fulfilling their needs, wherever they may be coming from,” he said.

Lynne Doherty is Sumo Logic’s president of worldwide field operations.

“Together with eSentire, as part of the e3 ecosystem, we are committed to delivering scalable, global solutions that drive tangible outcomes for businesses lacking the expertise to detect, investigate and remediate cyber threats quickly,” 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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