The new program will create the right business model for deploying Trellix XDR.

Edward Gately, Senior News Editor

September 28, 2022

3 Min Read
2022 Trellix Xpand keynote

At Trellix Xpand Live 2022, Trellix‘s first conference since forming early this year, the company unveiled its new partner program aimed at increasing profitability, engagement and growth across its global partner ecosystem.

Trellix Xpand Live is taking place this week in Las Vegas. The company stems from the previously announced merger of McAfee Enterprise and FireEye last October. STG acquired both companies last year.

Launching in early 2023, the Trellix Xtend program is tailored to each partner’s business model and target market. It’s aimed at delivering stronger customer outcomes.

Key aspects of the revamped partner program will include:

  • A sales training curriculum for the new Trellix extended detection and response (XDR) platform.

  • Demand creation support to accelerate customer engagement, increase deal registration and build sales pipeline.

  • Playbooks so partners can build their own managed services and incident response offerings.


Trellix’s Britt Norwood

Britt Norwood is Trellix’s senior vice president of global channels and commercial.

“Our unified partner program, Xtend, continues to reinforce our priority as a channel-first business,” he said. “We co-developed the Xtend program with our partners to create the right business model for deploying Trellix XDR. Partners can count on Trellix to help drive profitability for our partners and reward partner value.”

Trellix also announced the expansion of its XDR platform. Trellix XDR enables the company’s more than 40,000 customers to build morecyber resiliency, maximize the value of their existing security tools, and reduce mean time to detection and response.

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

Decades of Solving Customer Problems with McAfee, FireEye

During his keynote, Trellix CEO Bryan Palma (pictured above onstage at Trellix Xpand) said his company is focused on “how we can solve your problems.”

“We’ve had an opportunity to bring two great companies together and we’re not going to miss any of that greatness,” he said. “We’re proven. and we’re profitable. We are making the right investments and know what to invest in.”

Palma said the fact that he was once a CISO means he’s been a customer and “truly” understands customers’ missions.

“We are building this company how I would have wanted a vendor to build and sell to me,” he said.

Trellix recently surveyed 9,000 cybersecurity professions and Palma said he’s had a lot of listening opportunities being a new CEO.

“I feel like we’ve never had better insight as a company that we do now,” he said.

Four things are driving Trellix’s strategy, Palma said. Those are:

  • Nation-states attacking private companies.

  • The expanding attack surface.

  • Targeted threats taking over.

  • Overwhelmed security teams.

While ransomware attacks on big companies make the news, ransomware is “crushing downmarket,” Palma said. In addition, another concern is increasing bounty creation to get employees to give up company information.

The good news, Palma said, isTrellix has had “decades of solving problems” because of its origins with McAfee and FireEye.

“We got on this concept of living security that’s adaptable, flexible and helps you become more resilient,” he said. “The X in Trellix is XDR. We want to be the XDR market leader. This took bringing back customer and partner advisory boards, listening and developing roadmaps, something the other companies hadn’t done in awhile.”

In the coming months, Trellix will be focused on providing more automation in cybersecurity, Palma said. This will involve increasing machine learning (ML) for focused automated protection.

“We have to make real progress in automation,” he said. “We’re not going to become all automated, but we have to advance.”

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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