Farsight Security Targets VARs with First Partner Program
Farsight Partnerships and Channel Ecosystem (PACE), the company’s first official partner program, will allow resellers to help Global 2000 organizations better predict, detect and respond to phishing and other cyberattacks using domain name system (DNS) intelligence.
Program participants will join Farsight’s reseller network of mature OEM partners.
Paull Dinerman, Farsight’s vice president of global sales, tells us as the market for threat intelligence has grown, the appetite for “high quality, ingestible” data has increased.
“Accordingly, DNS data, both at rest and in motion, is becoming increasingly relied upon to provide better visibility into the behavior of bad actors,” he said. “As such, it behooves us to find more efficient ways to get our solution set into the hands of more organizations that can take advantage of it to improve upon their security postures.”
The program offers: discounts/compensation; revenue incentives; joint marketing opportunities; webinars, case studies, end-user training and education events: direct technical support for the VAR end user; training, pre-and post sales support; and demo/evaluation keys.
“Our reseller relationships to date have been largely opportunistic rather than strategic,” Dinerman said. “In building out the PACE program, we spoke with existing partners as well as potential partners to better understand how they work with their clients and have built this program based on their relationships and sales cycles. This input has helped us create a program built around enablement and simplicity.”
While Farsight has seen good success with its OEM partners, it has had limited success in driving business through its VAR partners, he said.
“PACE will help our VAR partners understand the value of our historic … solutions and how to position them with their existing accounts as upsell opportunities and with new prospects as door openers,” Dinerman said. “This consultative sales approach will create deeper strategic relationships for our partners with their existing clients by helping them take full advantage of their investments in [threat intelligence]; security orchestration, automation and response (SOAR); and security information and event management (SIEM) platforms, and will be a differentiation for them as they consult with new prospects by highlighting their depth of knowledge in the vital role threat intelligence plays in threat hunting, incident response and forensic analysis.”
“Today’s organizations are facing a relentless attack from cybercriminals,” said Gordon Shevlin, CEO of Allgress, a Farsight partner. “Passive DNS is a proven technology that enables security professionals to significantly, measurably mitigate risk to their organizations. Farsight provides the necessary domain expertise and high-quality passive DNS data to provide unparalleled, real-time visibility of the changing Internet that is critical to the prevention, detection and mitigation of today’s cyberattacks.”