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Trellix says it's doing a better job with partners than both McAfee and FireEye.
September 29, 2022
Day 1 of Trellix Xpand Live 2022 unveiled lots of upcoming opportunities for its partners, including a new unified partner program, Trellix Xtend, an expanded extended detection and response (XDR) platform and more.
The company’s first conference is taking place this week in Las Vegas. Trellix Xpand attracted about 1,500 attendees.
Trellix’s Bryan Palma
Bryan Palma is Trellix’s CEO. He said Trellix, which launched in January, is a channel-first organization.
“We don’t want to be in the services business and we won’t,” he said. “Many [cybersecurity companies] are doing that and are taking away from channel. We have over 800 XDR integrations, we announced 10 this week, and then we’ve got some great partners. We couldn’t be more excited about our partners and what we’re going to do.”
Trellix is completely revamping its partner program, Palma said. Trellix has over 5,000 partners, and among its plans for them are a big push with managed detection and response (MDR) providers and MSPs.
Launching in early 2023, Trellix Xtend offers:
Partner enablement, delivering a training curriculum that supports partners from first-sale to first-install of the Trellix XDR platform.
Demand creation, using differentiated sales plays to accelerate customer engagement, increase deal registration and build sales pipeline.
Partner support, providing a premium post-sale experience, including 24/7 support and resources, enabling advisor relationships with Trellix XDR customers.
Professional services, featuring playbooks enabling partners to build managed services and incident response offerings, leveraging Trellix intellectual property, and applying threat intelligence from Trellix Advanced Research Center.
“Partners are excited,” Palma said. “I think they’re excited about what we’re saying from the top … that we’re a channel-first company and we’re committed, and we’ve rolled out a new program that wasn’t the FireEye program and it wasn’t the McAfee program. I think both of the former organizations didn’t do a good job of that. McAfee did a little bit better job. FireEye had some issues obviously having Mandiant having its own managed service. That was one of the things we really wanted to decouple from because it was a barrier to structure.”
Partners feel like “they can work with us,” he said.
“We have a broad portfolio, they know we’re a market leader,” Palma said. “And hearing that we’re committed to the channel I think has been a refreshing message for them. I think like always, they want to see how the program’s going to work. Are they going to make money? Are we going to stand behind what we said? So it’s a little show me, but I would expect nothing less from our partners.”
Arriving in the fourth quarter of 2022, the upgraded XDR engine provides security operations teams with enhanced playbooks for guided investigations. It also provides upgraded threat intelligence through the integration of McAfee and FireEye assets, and the launch of Trellix Event Fabric. Trellix Event Fabric bridges disparate security data from any cloud provider, allowing security analysts to access and correlate data from anywhere. This combination of machine learning (ML) and automation allows security operations teams to reduce mean time detection and improve mean time to response.
Palma said a top priority of Trellix is “SecOps revolution.” Security information and event management (SIEM) is outdated with no automation, and customers say it’s too costly and ineffective.
“We will replace SIEM with something better,” he said.
In addition, Trellix is building an enterprise platform and has been working on its XDR for 18 months, Palma said. When it comes to security operations, Trellix is “building from a strong base.”
“We’re excited about where we’re going,” he said. “Nobody else has the assets and experience we have.”
Scroll through our slideshow for more from Day 1 of Trellix Xpand Live.
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