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Suzanne Swanson, Senior Vice President of Global Partners, Qualys
CIO News

How Qualys is moving channel partners to resell and go to market with cloud security

Digital transformation has drastically accelerated the need for organisations – across every industry – to migrate to the cloud. But this is easier said than done, and as companies look to digitally transform their businesses, utilising solutions that deliver complete business outcomes is a focus.

This creates a window of opportunity for strategic partnerships. That being said, this is all happening during a time where bad actors are growing increasingly sophisticated, and organisations are facing an explosive number of threats. Organisations are desperate for the ability to prevent exploitation and keep up in today’s increasingly tumultuous threat landscape.

The old days of installation and break-fix services are gone, as customers migrate their estate off-premises

The cloud has changed how customers consume technology and what value they need or expect from partners. The old days of installation and break-fix services are gone, as customers migrate more of their estate off-prem. Customers are demanding solutions that deliver business outcomes – not specific technologies.

This means that partners must understand the business that their customers are in, and how they can help them achieve their goals. Partners must develop new sets of sales and technical skills to stay relevant to their customers in their digital journey.

The competitive advantage gained is through ability to provide customers of all sizes with enterprise-grade security controls

Qualys is committed to the creation and distribution of meaningful integrations with technology partners across the ecosystem to reduce risk and accelerate the path to continuous security for modern enterprises. With this mission in mind, the programme has been uniquely designed to foster close collaboration and enable partners to realise significant value when leveraging the power of the Qualys Cloud Platform.

The competitive advantage gained is through the ability to provide clients and customers of all sizes with access to enterprise-grade security controls. With the power of the Qualys Cloud Platform, implementing and executing security measures will far exceed the industry norm. Partners can also leverage the new Qualys programme to increase their security expertise and develop unique service offerings that differentiate them and accelerate time to value for their customers.

The new additions to the programme work to further Qualys’ investment into the partner ecosystem. The biggest addition is a more enriched structured benefit and protection programme for partners who identify new opportunities. Additionally, Qualys will be offering new technical certifications and opportunities to deliver value through professional and consulting services.

Partners can leverage the new programme to increase their security expertise and develop unique service offerings that differentiate them

The programme is expanding drastically and welcomes a variety of partner types to enable access to a broad set of companies and market segments – example MSSPs, MSPs, VARs, distribution partners and vendors throughout the cybersecurity space.


Expected skills from channel partners

  • Strong engagement and a joint business plan with vendor field sales teams
  • Strong technical skills for multi-vendor solution design and implementation.
  • Accelerate time to value with vendor solutions
  • Consultative sellers that collaborate with vendor and the customer to build and implement their cyber security plans

Why become an MSS or SOC provider?

Combination of market dynamics are driving channel partners to evaluate expansion to MSSP, SOC services. The avenues for customers to purchase software have expanded from traditional VARs to cloud marketplaces, bundled in a managed offering or as a service.

As a result, the margin opportunity for more traditional software sales and implementation is under pressure. At the same time, customers are struggling to find the skilled resources they need to manage the complexity of cyber security solutions. As such, they are looking to partners to help them.

Becoming an MSSP enables a channel partner to deliver high-value services to their customers and expand their revenue opportunity.


At the end of a day

  • I admire any vendor that has a clearly defined partner strategy.
  • Making a positive impact on an individual partner is what makes my job worthwhile.
  • Excellent sales and partner leaders can identify and deliver what is needed.

The cloud has changed how customers consume technology and what value they need from partners and are demanding solutions that deliver business outcomes.