SecurityScorecard is launching its inaugural partner program, looking to go from a direct sales model to one that is fully invested in the channel, the company announced today.
SecurityScorecard, based in New York City, offers a SaaS platform that gathers data to determine security risk factors for an organization and assigns the company a risk rating grade.
The platform can be used to assess a company's own risk or that of its third-party vendors or acquisition targets.
The partner program is by invitation only, with a tight set of requirements and benefits for partners.
It features a net margin model and margin protection for partners.
SecurityScorecard has already signed up Gotham Technology Group, Optiv Security, GuidePoint Security, Bayside Solutions and Sycomp as partners, the company said.
The partner program launch comes shortly after the appointment of Michael Rogers as vice president of strategic alliances and channel sales. Rogers joined SecurityScorecard in September from Tanium, where he was vice president of global VAR, consulting and system integrator partners.
While SecurityScorecard has been mostly a direct sales company to date, Rogers told CRN that the company has been pushing toward a majority channel model since it raised $20 million in Series B funding in June, led by Google Ventures. He said the company, from CEO Aleksandr Yampolskiy on down, is now fully focused on moving business through partners.
Rogers said his philosophy for the channel is to build a "bidirectional value exchange," with both partners and the manufacturer deriving value from the relationship. He said SecurityScorecard will look to recruit partners selectively to find those partners willing to invest and to not oversaturate the market. He said the company will also make careful hiring decisions as it expands its sales teams, hiring those with experience in the channel, sales and security. He said SecurityScorecard will also be shifting incentive with current sales teams to ensure full commitment to partners.
"We want to recruit the right partners and hold them accountable to what they say they want to do but we also have to hold ourselves accountable," Rogers said.
Ken Phelan, chief technology officer at Montvale, N.J.-based Gotham Technology Group, said it is good to see SecurityScorecard moving from a direct sales model to a channel-focused approach. He said he would like to now see the security vendor to get the word out by investing in marketing and training to get customers and partners up to speed on the technology.
"There's a natural lifecycle to companies as they come out of the gate and sell direct … We're excited to work with [SecurityScorecard] and we're catching this wave at the right time," Phelan said.