Technical support, online training, deal registration and not-for-resale (NFR) software. What's not to like?

Edward Gately, Senior News Editor

December 11, 2019

2 Min Read
IoT Security

CyberX, the IoT and industrial control system (ICS) security company, has launched an expanded partner program for global system integrators, consulting partners, distributors, VARS, technology alliance partners and MSPs.

The Xcelerate program offers a multipronged approach to CyberX’s partners incorporating technical support, online training, deal registration, not-for-resale (NFR) software, marketing development funds (MDF) and a dedicated partner portal. The company originally rolled out the program in 2017.

Buck Watia, CyberX‘s vice president of alliances and business development, tells Channel Partners that as his company has grown and “added some of the world’s largest channels as partners, the demands for the program have grown as well.”


CyberX’s Buck Watia

“This allows us to put in place the systems to scale and fuel growth with partners as their services and businesses grow around our products,” he said. “Our partners have given guidance and requirements around how to better meet their modern needs to grow their businesses. Examples include pricing, profitability, support, programs, processes, co-marketing, enablement — and in other areas that are important to them.”

As boards and CISOs grow increasingly concerned about the risks posed by unmanaged smart devices and the expanding attack surfaces they represent, there is a growing need for agentless, purpose-built IoT/ICS cybersecurity, according to CyberX.

Here’s our most recent list of important channel-program changes you should know.

The company’s platform incorporates behavioral analytics for threat detection while integrating with existing security stacks, such as Splunk, IBM QRadar and ServiceNow, to provide security operations centers (SOCs) with continuous real-time visibility into their IoT/ICS assets, vulnerabilities and threats.

“We aim to drive 100% of our business through our partners,” Watia said. “This requires that we eliminate any barriers and issues they may encounter quickly, as well as equip our partners to be ready to capture this new market opportunity around IoT and ICS security. This program, at its core, creates the foundation for strong communication and collaboration to meet the needs of our joint customers.”

CyberX ensures partners have the “confidence, expertise and know-how” to communicate clearly around IoT and ICS security with end customers, Watia said.

“We solve this through high-quality enablement and certification, so our partners are best equipped to capture this greenfield market opportunity to help their customers secure new attack surfaces,” he said.

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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