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August 26, 2022
AttackIQ’s John Brown
Brown’s appointment comes at a time of mass expansion in the automated BAS market. Global revenue should surpass $3.5 billion by 2026.
Growing demand for BAS technologies will lead to a massive increase in global partners, AttackIQ said.
Here’s our list of channel people on the move in July.
In a Q&A with Channel Futures, Brown talks about what AttackIQ partners can expect from his channel leadership.
Channel Futures: What’s your take on AttackIQ’s current channel strategy and partner program?
John Brown: I´ve inherited a really solid foundational base, with a strong core of dedicated partners that have been early pioneers in selling and promoting AttackIQ BAS offerings. We operate a single-tier model in the United States where partners buy directly from AttackIQ, and a two-tier distribution model everywhere else. And that won´t be changing.
As it stands, we have 118 authorized global channel reseller partners (half U.S., half international). And I anticipate that that number will grow by an additional 25-40 before [Jan. 31]. But let me stress that we are seeking quality over quantity. A quality partner should be able to comfortably deliver three net new BAS opportunities every quarter. That’s per country/subregion they’re active in.
One of the most important methods that any vendor uses to measure the effectiveness of its channel partner ecosystem is deal registration. And we are looking to grow that by at least 60% this year, which we’re absolutely killing at the moment, having just completed a record quarter for the company and the highest number of channel deal registrations ever. We expect more than 20% of our total closed-won business will be channel-sourced and registered, andthe incremental pipeline contribution from channel partners for the year will exceed 25% of our overall pipeline number. We’re currently tracking at around 40%. And what we’re seeing and hearing from our channel partners is that BAS is a hot space. And they’re really not struggling to find opportunities.
See our slideshow above for more from AttackIQ’s new global channel leader.
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