Atmosera Broadens Infosec PortfolioAtmosera Broadens Infosec Portfolio
Atmosera works with referral and resell partners and is making investments in expanding its indirect sales and partner ecosystem.
August 29, 2017
The solutions address the business challenge of balancing better security with flexibility, while ensuring both internal and regulatory compliance, the vendor said.
The Microsoft cloud platform-focused vendor offering includes:
Guidance with up to eight hours of consultative support and one audit per year
Architecture design to meet security and compliance requirements
Responsibility matrix that clearly outlines what the customer and Atmosera are responsible for across the entire solution
Logical and physical separation with security of data stored in the cloud
Dedicated hardware or multi-tenant options
Military-grade data encryption for sensitive data
Advanced host and network configuration
Hardening operating system and service configurations
State of the art firewall management with IPSEC VPN access to environments
Network security detection and prevention
Critical file changes on all hosts
Host-level security event monitoring
Vulnerability identification and remediation
Log event management to collect and correlate multiple log sources
Network vulnerability scanning
Network penetration testing
Atmosera’s John Trembley
“One of the ways we differentiate our managed services is an end-to-end approach to the whole solution. So, we don’t only look at the compute and storage; we look at the entire solution all the way to the people who are going to be interfacing with the application. When you do that, especially with customers such as financial services, health care, and government type of customers, you run into higher security requirements — and this announcement address that,” John Trembley, chief marketing officer at Atmosera, told us.
From a security and compliance perspective, no two companies are the same, even if they have similar rules and regulations to abide by.
“We find out what’s important to them, we ask the questions about risks they’ll take or mitigate, and we work with them to provide an end-to-end solution that addresses not only the technology component that makes up some of the regulations, but the process to make that efficient and will give them a good experience,” said Ray Espinoza, vice president of information security and chief information security officer, at Atmosera.
Atmosera’s Ray Espinoza
Atmosera does this by evolving the framework and security standards its supports.
The role for partners?
Atmosera sells directly and also through referral and resell partners. Referral partners may be technology partners, or services partners such as consultants or systems integrators. The vendor will share leads and has referral agreements with these partners.
Resell partners are with large, million-dollar-and-up VARs. Atmosera acts as their …
… managed Azure portfolio provider.
“It’s a co-sell model where [it’s] their customers and their contracts, but Atmosera provides the expertise and manages the environment on their behalf.”
Today, about 80 percent of the vendor’s business is direct, versus 20 indirect; however, Espinoza said that the company is making bigger investments in the channel as the market has shifted.
“A lot of the VARs know that their business models that have kept them fat and happy for the last 30+ years are no longer viable, and you’re seeing many trying to transition more into a recurring revenue and services model around cloud infrastructure — a difficult transition for many of them,” he said.
Atmosera is taking a structured and pragmatic approach to working with VARs, taking a lot of the services and turning them into pre-configured solutions, which is much closer to what they’re used to doing — almost like a SKU sale.
“I think it’s a way to help their sales teams be able to have a conversation around specific services that a customer maybe want to put in the cloud,” he added, pointing to Atmosera solutions for backup, DR and distributed data in the cloud, for a few examples.
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