Economic Uncertainty

CF: How can Secureworks help partners  impacted by economic uncertainty?

CB: If our partners are going through economic uncertainty, what they’re looking for is really a path to secure new logos, increase their win rate and reduce their customer acquisition costs. They’re also looking to drive incremental revenue streams and minimize churn. We hear that consistently. We team with our partners on 100% of opportunities, so what better way to reduce the cost of acquisition if we bring them opportunities. We have a sales force with 20-plus years of experience as part of that teaming. … They can see how to sell security solutions because we’ve been selling security solutions for those 20-plus years. We have a platform that they can wrap their own services around and that provides both a margin-rich offering and also incremental revenue streams that they may not have had historically. And all of that will ultimately lead to customer satisfaction, which minimizes churn. So we’re trying to ensure what partners care about, and if we get those things right, we know that the economic uncertainty for the partners will go away.