BlackBerry's partner program enhancements will help MSSPs capture more of the managed XDR market.

Edward Gately, Senior News Editor

June 9, 2022

4 Min Read
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RSA CONFERENCE — BlackBerry partner program enhancements and Mandiant‘s new beta program for its managed detection and response (MDR) service were among RSA Conference USA announcements on Wednesday.

BlackBerry’s partner program enhancements aim to help MSSPs capture the “exploding” demand among SMBs for managed XDR services. Industry experts expect that market to grow from $22.5 billion in 2020 to $77 billion by 2030.

Colleen McMillan is BlackBerry‘s vice president of global channel sales.

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BlackBerry’s Colleen McMillan

“With headline-grabbing hacks and a cybersecurity talent gap showing no signs of letting up, SMBs have never been more understaffed or ill-prepared to meet the challenges posed by the continuously evolving threat landscape,” she said. “Our top 20 MSSPs have grown more than 50% year over year. And demand for human threat experts is through the roof. To that end, BlackBerry is doubling down and increasing our focus on our MSSP partners to ensure they’re set up for success.”

New Products, Services for MSSPs

New BlackBerry products and services now available to MSSPs include CylanceGuard, CylancePersona and CylanceGateway. These will enable new service opportunities and help MSSPs secure their client environments.

Moreover, BlackBerry is increasing the size of its channel team. It’s doubling its number of employees in roles such as partner management, customer success and channel enablement. That’s to ensure partners have the technical and sales support to compete and win in the crowded EDR/XDR market.

BlackBerry has also introduced seller compensation on MSSP deals.

Other new enhancements include: more comprehensive training; new marketing incentives; new pricing; and new MSSP-focused assistance in partner business development.

Mandiant’s MDR Beta Program

Mandiant’s beta program was among other RSA announcements. Open to select CrowdStrike Falcon and SentinelOne Singularity Endpoint customers, the beta program offers 24/7 access to Mandiant cybersecurity experts for alert monitoring, prioritization and investigation. It also provides the opportunity for participants to provide feedback prior to the general availability launches later this year.

Dave Baumgartner is Mandiant’s executive vice president of managed solutions.

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Mandiant’s Dave Baumgartner

“Today’s global threat landscape requires the cybersecurity community to come together to protect and defend organizations against increasingly sophisticated and persistent threats,” he said. “Elite partners like SentinelOne and CrowdStrike enable us to evolve our managed defense service and deliver highly adaptable and intelligence-led solutions that allow organizations to maximize current technology investments and strengthen their cyber defenses.”

Reducing Attacker Dwell Time

Mandiant’s defenders hunt across endpoints, network, email, cloud and operational technology infrastructure to find and investigate impactful events. The service allows organizations to reduce attacker dwell-time. They can also use proven tactics to respond to attacks that could impact business operations.

Nicholas Warner is SentinelOne‘s president of security.

“Our strategy of partnering with leading technology and service providers like Mandiant enables enterprises to maximize usage of the Singularity XDR platform,” he said. “We don’t compete with our partners. We jointly build game-changing solutions and businesses together. The joint solution enables organizations to minimize risk with the technology of SentinelOne and services of Mandiant.”

Telefónica Tech/Constella Intelligence Partnership

And finally among RSA announcements, Telefónica Tech, Telefónica’s digital business unit, and Constella Intelligence, the provider of digital risk protection and identity threat intelligence, unveiled a strategic partnership. It will combine Constella’s data lake with Telefónica Tech’s cloud, cybersecurity and artificial intelligence (AI) services.

This collaboration offers Telefónica Tech customers enhanced digital threat protection to consumers and SMEs.

Telefónica Tech‘s ability to provide customized cybersecurity services worldwide will enable it to build and deliver solutions that incorporate early warning of data theft on the internet as part of its protection value proposition. This is another in Telefónica’s goal to strengthen its cybersecurity portfolio.

Highest Level of Protection

Maria Jesús Almazor is CEO of cybersecurity and cloud at Telefónica Tech.

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Telefónica Tech’s Maria Jesús Almazor

“At Telefónica Tech, we are one step ahead by offering a unique cybersecurity and cloud-value proposition because we understand that there is no digitalization without cybersecurity,” she said. “The alliance with Constella reinforces our security capabilities to offer the highest level of protection to companies, thanks to the knowledge that the integration of their data lake in our technologies will provide us.”

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Edward Gately or connect with him on LinkedIn.

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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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