… partner-led strategy for its sales and “our partners are very excited about that because now they know there’s no potential for conflict; there’s no direct sales versus channel,” Belani said.
“We’ve had channel partners, as in the VARs, very interested for awhile, but with the additional innovation, they’re saying, ‘Wow, I can leverage my existing relationships and Cofense is really giving me a land-and-expanse strategy and I can up-sell, and it’s a lot easier in the customer-acquisition cost essentially,’” he said.
On the other end of the spectrum, this was King & Union‘s first time at Black Hat. The company was started in April 2016 and its Avalon software platform allows cybersecurity analysts to optimize their efforts through workflow automation and real-time collaboration.
“Black Hat is a networking thing for us … we do have our clients here so we’re kind of tagging around them all week and we’re looking for new partners that we can bring into the fold,” said Brent Wrisley, King & Union’s co-founder. “We’re just trying to get the word out, get feedback and make new connections.”