Partners, Customers’ Most Pressing Needs

CF: When it comes to products, services, solutions, etc., what are partners and their customers most in need of from CrowdStrike?

MR: Partners want a solution-oriented offering. And when you look at the platform and the modules, that’s one component of it. But when you look at our our technology alliance partners, they play a critical role in complementing our capabilities in protecting customers. If you look at our tech alliance program and the partners like Zscaler, Okta, ServiceNow and you go down the list, there are a number of key strategic technology alliance partners. So when you look at how we go to market and the motions that we take with our solution providers, traditionally it would have been, “Hey, let’s do a joint event and we’ll talk about CrowdStrike.” Now it’s, “Let’s do an event with Zscaler, Crowdstrike, plus name your large security-focused solution provider.” And it gets to be really interesting because now it’s solution-oriented, it’s best-in-class, and customers and prospects like it so they’re more likely to attend. And then the solution providers love it because now it’s bringing more people to the table. And we all know all three parties like it because we can do something better together. It’s not just two parties at the table. And we just get immense scale from that.

And when you’re speaking of services, there are certainly services the partners offer to augment the CrowdStrike services. And so that’s a unique opportunity for our partners. And most importantly, together, we’re providing that level of security and protection to companies that have critical roles in our economy, whether it be a health care system that’s looking to avoid, or maybe is under a ransomware attack, and CrowdStrike is brought in with our partners to remediate and contain, and then going forward, protect that customer from further ransomware attacks.