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Randori Partners Get First Official Channel Program for ASM Adoption

Randori's new channel chief built his first partner program at SentinelOne.

Edward Gately

March 30, 2022

3 Min Read
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Randori partners now have access to a new partner program as the company moves toward its goal of selling 100% through the channel by year’s end.

The attack surface management (ASM) provider is expanding its go-to-market (GTM) engine with the new program. Inaugural partners include AccessIT Group, DeFy Security, Eversec Group, Gotham Technology Group, Optiv, Set Solutions, Veristor and more.

Gavin Osters, previously with Vectra AI and SentinelOne, joined Randori in January as director of channel management. He leads the program.

Osters will identify new partners and grow the practice as ASM becomes a de-facto security solution.

Meeting Market Demand

Osters said this is Randori‘s first official partner program.

Osters-Gavin_Randori.jpg

Randori’s Gavin Osters

“Building a channel program was always part of our plan to scale to meet market demand,” he said. “As the organization started to mature, the next evolution in positive sales motion is to invest in the channel. Also in 2022, ASM became the No. 1 investment priority for security leaders. And with the ASM market accelerating as fast as it is, we believe we’ve timed building this partner program perfectly.”

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

Listening to partners’ input is always key when creating a program, Osters said.

“A program should always have key elements like margin advantage, protection for the partner in the opportunities they create and/or are invited to, and then the ability to retain renewals in the following years,” he said. “Partner input helped create all these things within the Randori partner program.”

Competitive Advantage

Dedication is a core competitive advantage, Osters said.

“In doing so, we feel we’ll be able to enable the channel fully to not just understand and position Randori, but deliver technical pre-sales and partner-enabled services to wrap around the solutions,” he said. “We also feel that Randori offers the absolute best technology in the space of ASM, as well as authentic experiences with the continuous automated red teaming that no competitors are able to offer to the same degree today.”

Osters started a new partner program for the first time at SentinelOne.

“It also afforded me the ability to start that organization with 100% channel as well,” he said. “Vectra is where I truly had a channel leader that helped mentor me by taking things full circle — the external aspects of the channel program to the partner community in conjunction with internal collaboration with sales, marketing, engineering and customer success. The combination of these experiences truly made the Randori opportunity feel like the perfect fit as I put these principles into action.”

Michael Farnum is Set Solutions‘ CTO.

“The evolution of Randori’s partner program has been incredible to watch because it mirrors the adoption of ASM technology by many of our customers,” he said. “We’re deeply focused on helping our customers secure the most critical elements of their infrastructure. And in today’s world, that includes their attack surface. The Randori Recon product brings something unique to the table, the attacker’s perspective. And with that our customers can gain the upperhand to outsmart the adversaries.”

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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