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The Gately Report: Secureworks, Channel Prosper from Partner-First Strategy

Also, Salt Security has uncovered critical security flaws in Booking.com.

Edward Gately

March 6, 2023

13 Slides

Secureworks has increased its engagement with partners and recruitment of key focus partners since it rolled out its partner-first strategy across North America on Dec. 1.

The-Gately-Report-logo-300x200.jpgThat’s according to Chris Bell, Secureworks’ vice president of strategy, corporate development and strategic alliances. All new Taegis (the company’s XDR and MDR solution) business is being sold in collaboration with partners. Secureworks expects the strategy to accelerate its market share.

Bell couldn’t disclose financials because the company is in a quiet period.

Bell-Chris_Secureworks-2023.jpg

Secureworks’ Chris Bell

“The synergies we’re creating with our sales team and then supporting our partners with closing deals has been tremendous,” he said. “We’ve also seen a very strong focus on recruitment of key focus partners. We’ve been really focused on growing business with security-focused partners, so partners like Set Solutions, Defy Security and Guidepoint Security, as well as national partners that everyone recognizes, such as CDW Insight and SHI, who we’ve been working with for quite some time. But really the engagement that we’ve seen from them since we’ve gone partner-first has grown exponentially, which has been great.”

Secureworks to Go Partner-First Globally

There have also been positive developments from a pipeline standpoint of teaming with partners and helping them grow their businesses while Secureworks also grows, Bell said.

Secureworks will roll out its partner-first strategy in additional regions this year, he said.

“There’s not necessarily a set timeline,” Bell said. “But … we will continue to roll out regions throughout 2023 as we onboard the right key strategic focus partners in each region.”

Last month, Secureworks confirmed layoffs impacting 9% of its workforce — more  than 200 employees. CEO Wendy Thomas said the company is shifting to a “smaller, more focused team.”

Scroll through our slideshow above for more from Bell about Secureworks’ plans this year. We also recap some of the biggest cybersecurity news from the past week.

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.

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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