Partners’ Most Pressing Needs

CF: What are you hearing from partners in terms of their most pressing needs?

LM: It’s that skills gap. They need to keep on top of everything that’s going on, everything that’s changing. So we have all kinds of certifications. We let them shadow some of our sellers or technical people. It’s keeping on top of everything that’s going on in a changing environment. There’s a lot to learn in cybersecurity. Things happen super quickly. We want to make sure we handhold our partners through every step of that business and any change that happens.

JC: I would also say they’re asking for education on the threat landscape regularly. So keeping abreast of what the attack groups are doing and what tactics they’re utilizing. We’re providing all of that, whether it’s through our blogging, videos, webinars or whatever means. We’re providing that information so they understand what’s happening. They go in and they want to be the experts and should be the experts to the customer, the trusted advisor. Education is a big part of it.