As Insider Threats Soar, Code42 Takes Incydr 100% Channel

… 30% in channel sales.

“We needed to build out the product and make sure the market and interest was there, and get all that sorted so the product was ready for the channel,” Payne said. “That means getting a very mature product.”

But achieving widespread sales success through MSSPs and other partners requires more than a solid platform. A vendor needs a proven channel chief. Code42 believes it has found that person in Faraz Siraj.

Code42’s Faraz Siraj

Siraj joined Code42 in October as vice president of channel sales; the company announced his hiring earlier this month. Since 2018, Siraj led his own consulting company, focused on channel transformation and growth. Yet, MSSPs may remember Siraj more from his years at RSA Security, ThreatQuotient, Cisco and Sourcefire. He led channel efforts for each of those companies, just one of the credentials that brought him together with Code42.

“Faraz, in terms of his experience in the security channel in particular, is so deep and his demeanor is a great fit for our culture,” Payne said. “We have a modern culture. He was a good people fit for us and bringing Cisco, RSA and Sourcefire, and experience in the channel … he’s seen it all.”

Siraj continues to nail down Code42’s all-channel strategy so it’s ready to go by Jan. 1.

“He’s signing channel partners right now,” Payne said. “We’re already closing deals through the channel right now and already bringing them deals.”

In terms of structure, MSSPs can expect a standard three-tier program. Percentages will differ depending on whether the channel refers to Code42 or Code42 refers to a partner. In the highest level, MSSPs can gain discounts up to 35%.

“There’s a lot of room for them to make great margins on our product,” Payne said.

Plus, Code42 will pay partners for renewals.

“Not all software companies do that,” Payne said.

The lowest tier acts like many others within the channel — a partner simply needs to understand Incydr and how it works. The second and third tiers require more participation, including certification and training. After that, the focus turns to sales.

“In the security space in particular, buyers are used to buying most of their products from the channel,” Payne said. “There are deep, long-trusted relationships with security channel partners among CISOs. And we’ve known that for a long time. Tapping into those trusted relationships is super important.”

To heighten the appeal of Incydr, Code42 not only will go 100% channel, it also has cemented a variety of integration partnerships. This makes deployment, which already is pretty simple, even more appealing for MSSPs, the company hopes. To that point, Code42 teams with SIMs, SOARs and identity providers, as well as some human resource tools. Brands include Box, Exabeam, Palo Alto Networks’ Cortex XSOAR, Google Drive, IBM Security, Microsoft Azure, Ping Identify and Office365, among others.

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