Top Gun 51 Profile: Flashpoint’s Ayesha Prakash on Transforming a Channel Organization
… building and executing strategic go-to-market programs with another company.
CF: What new things are you working on now for your global channel program?
AP: The capabilities within the Flashpoint platform continually expand, which opens up additional opportunities with existing and new partners. So we are always working on expanding, customizing and targeting our training so that our partners can be true thought leaders who can offer specialized expertise to their customers. Recent examples include our CVE dashboard, card-shop dashboard and compromised credentials database. These are just a handful of the many exciting innovations we have made available to our partners to deliver added value to their customers.
CF: As a business risk intelligence company, what risks/trends do you think channel partners will be most challenged by in the next year or so — and why?
AP: Some of the more recent ransomware attacks you may have heard about were caused by third parties and thus underscore the challenges posed by third-party risk. The attacks I’m referring to entailed threat actors that targeted service providers to infiltrate their customers’ networks, which have included state and local governments, as well as small- and medium-sized businesses (SMBs). Many studies show that for SMBs in particular, recovering from a cyberattack can be so difficult and costly that some are even forced to shut their doors. As a channel partner or service provider selling security offerings, you need to look inward and validate the strength of your own organization’s security posture. In other words, it’s essential to make sure you practice what you preach.