CyberGRX Targets MSSPs, Others with First Structured Partner Program
Designed with four tiers, the CyberGRX Global Partner Program provides channel partners with a guaranteed margin floor and other incentives based on their level of commitment and tier. Bitsight, Consortium, CriticalStart, Eurofins and Optiv are among its partners.
Walter Specht Jr., CyberGRX’s director of channel development, tells us that from inception his company has partnered with “industry-leading companies and thinkers” in cybersecurity and third-party cyber risk management. CyberGRX previously announced partnerships with Deloitte and BitSight, he said.
“Like many companies in the enterprise software and cybersecurity space, CyberGRX began selling our products and services direct,” he said. “It wasn’t long after those first successful engagements that other potential partners began approaching. They said they saw the gap we could help them fill in their customers’ environments. We saw this as an opportunity to help exponentially grow our business. So, while CyberGRX has always been open to working with partners, this is the first time we’ve had any formality or organized structure behind the program.”
Specht said the program is a culmination of what he’s learned from channel professionals and partners during the course of his career.
“I’ve had the pleasure of working with many respected channel leaders, VAR’s, systems integrators, MSSPs, trusted advisers and consultants during my tenure,” he said. “I’ve seen fledgling partner companies grow into those well-respected giants we recognize across the globe today. I’ve seen channel programs thrive and I’ve seen them fail. One valuable piece of advice I received early on in my career is that, if you listen to your partners, you will always find out what the other guy is doing wrong. It’s your call if you want to go down the same path or not. Partner input has and always will play a vital role in the direction of our channel program.”
The program features compensation neutrality, which “supports strong relationships between the internal sales team and partner organizations,” according to CyberGRX.
“Some of the first partner relationships CyberGRX entered into were with MSSP’s, trusted-adviser consultants, systems integrators and such,” Specht said. “The nature of our products, exchange model and the TPCRM market in general is perfect for these organizations to thrive. Managed services and solutions provided by the partners, powered by CyberGRX, are fully supported under our program. TPCRM is a highly consultative market. CyberGRX partners not only have the ability to resell our products and services, they have the ability to leverage their expertise as risk practitioners in both pre-and post-sales capacities.”
“CyberGRX helps reduce the complexity and level of effort associated with managing vendor risk, both internally and externally,” said Sean Walls, vice president of Eurofins Cyber Security. “Having a trusted third party to manage and validate vendor security saves valuable time, money and effort that our customers can spend proactively on other important initiatives. Eurofins Cyber Security is excited to partner with CyberGRX and looks forward to a successful and impactful relationship.”