Interview: Ed Baker of Trellix

What’s new with Trellix? 

In February this year, we launched our brand new Xtend Global Partner Program, which aims to boost partner growth by helping them with greater adoption of our extended detection and response (XDR) platform. By bringing the best of our expertise and solutions into one place, our program aims to equip our partners with the resources and capabilities to become trusted, valuable advisors to their customers.  


EMEA is a key region for us, and we’re excited to be collaboratively developing capabilities and boosting business opportunities for our partners. This approach not only enhances customers’ experiences but improves their security posture – wherever the threats may be. 


We have also invested in six partner development engines to speed strategic growth and simplify the experience. These resources allow our partners to deal with their customers’ biggest security initiatives, while increasing profitability. 


What are the biggest current challenges for security partners?  

The threat landscape is constantly evolving, and attack techniques are becoming increasingly sophisticated. This presents a core challenge for security partners, as many of their customers are still using a patchwork of security tools. This siloed form of security requires SecOps teams to pivot between solutions and stitch products together, which can cause gaps in security and leave organisations vulnerable to attack. Channel partners can help to alleviate this, by consolidating disparate security solutions and providing a single-pane view of potential threats. 


Another issue affecting security partners is the talent and skills shortage that remains prevalent in cybersecurity. Our own research found that just over one in three of those in the sector plan to change professions in future. Organisations will turn to partners for assistance with their stretched IT security teams and this support can take many forms.  


If organisations are struggling to hire the right cyber skills and handling the entire security function in-house is no longer viable, for example, those under-resourced teams may turn to managed security service providers (MSSPs) to plug the gap. Alternatively, businesses may rely on channel partners to help them consolidate the disparate products already in place, optimising security with one integrated platform to lighten the operational burden on their SecOps team. 


What makes the ideal channel partner? 

The ideal partner can be of any size, shape or form. We value partners that share our core values of enabling growth and the desire to innovate and deliver great customer experiences. Together, these form a solid foundation for a deep partnership. To me, it’s all about joint relevance and making sure you can see the fire in each other’s eyes. 


Partners must be able to support an organisation’s unique needs. By selecting partners based on their strengths i.e., deep technical capabilities, organisations can maximise value and receive the best possible experiences. This will serve them well when it comes to addresses gaps in their security measures. 


How do you establish a partnership that has real value for the end-customer?  

Relevant partnerships are key to unlocking real value for end-customers. We want to build different types of partnerships based on relevance to support their strengths, maximising value and offering the best possible experience for both partners, and in turn, end-customers.  


Transforming the way organisations think about security requires partners that are willing to get to know the customer inside and out, and those who value a different, more valuable conversation about cybersecurity. Partners should steer clear of scaremongering and instead focus on building security that creates a more resilient organisation, able to act on its ambitions.  


How will the channel evolve?  

Shaped by economic uncertainty, the channel continues to face challenges with supply chain disruptions, which could result in market shortages and failing to meet customer needs.  


Despite this, I have a lot of faith in the channel as this is a perfect time for vendors, distributors, and partners to take market share and grow. Through this, the channel can attain greater customer intimacy and understanding of their specific challenges to help unlock opportunities and drive positive customer outcomes.  


For channel partners with a cybersecurity play, it’s worth remembering that any uncertainty can potentially open new doors for threat actors. Identifying those security hotspots fast could be an opportunity for growth.  

 What does Trellix offer channel partners that makes it stand out? 

At Trellix, we recognise the long-term value of deep, intimate relationships with partners – and this approach is a key differentiator from competitors. We’re proud of our unique partner-first approach and our laser focus on defining and driving new opportunities for our partners to rapidly grow with us as we work together to help our customers breathe a little easier. 


Our living security approach and focus on XDR offers broad and deep integrations across native and third-party providers, which enables our partners to sell to a wide variety of customers.  


Further, with the launch of our Xtend Partner Programme, we also place a strong focus on education and community through our Trellix University learning management platform and our Trellix Partner portal, a robust repository of resources to help partners succeed. 


Our partner-led approach is focused on anticipating the needs of our channel ecosystem, and we’re committed to providing EMEA channel partners with the right elements to drive growth and build their own customised services. 


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