CRN Exclusive: Cyberbit Launches First North American Partner Program

Cyberbit has made its next big channel push, unveiling Tuesday the launch of its first partner program as it looks to push a 100 percent partner-led model in North America for its endpoint detection and response, critical infrastructure and high-value asset security offerings.

The launch comes just eight months after the Austin, Texas-based company, a subsidiary of Israel-based Elbit Systems, appointed former Symantec Americas channel chief Stephen Thomas as its vice president of sales for North America.

The new program has a simple, traditional reseller program structure with deal registration, Thomas said in an interview with CRN. The key facet of the program will be that it is designed to be "highly profitable" for partners working with the vendor, he said.

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Cyberbit already has between 10 and 20 partners signed up for the program in North America, Thomas said. The program is centered on the North America region for now, where the company is pursuing a 100 percent channel go-to-market model, with plans to expand globally down the line.

"We're excited about [expanding the channel] and finding different ways to leverage partners," Thomas said.

Cyberbit is "absolutely" looking to add new partners, he said, adding that the company continues to expand its channel team to accommodate that growth, adding three AE and SE employees so far this year and planning to add a full-time channel leader in 2017. He said Cyberbit also plans to add a formal MSSP partner program in early 2017.

"We're growing and we need the help [from partners]," Thomas said.

Cyberbit is pitching partners on its technology, which he said hits on the hot security areas of endpoint detection and response, as well as security orchestration and automation.

Jeff Hirsh, vice president of MickTec, said the Marina Del Rey, Calif.-based solution provider chose to partner with Cyberbit four or five months ago, choosing it over other endpoint detection and response players because of its user interface, defense contractor parent company, and overall simple, logical offering compared with competitors. Hirsh said he also sees a growing opportunity for the company's Range and SCADA offerings.

"There's a lot of products out there that are in their adolescence and I don’t think Cyberbit is. It's a mature product; it's just new to the space," Hirsh said. "They're acting like somewhat of a mature startup in the states and they're doing really well in their expansion. … In a space that’s flooded and complicated, [Cyberbit] definitely simplifies the approach and I think the end users are going to be really receptive to that when they're looking for someone to trust."

Cyberbit's expansion further into the channel, led by Thomas, is helping MickTec drive a lot more business with some of its higher-relationship accounts, acording to Hirsh. "I think they're doing all the right things," he said.

Cyberbit also is looking to help its partners expand into opportunities around operational technology security, using its SCADA security platform, Thomas said. There's a massive opportunity for partners to pivot from traditional IT security to OT security, a move that both adds revenue opportunities and makes them stickier as a partner, according to Thomas. Cyberbit also is looking to help partners leverage the Cyberbit Range offering, which powers cybersecurity training environments for training or professional services engagements, he said.

Cyberbit is actively looking to expand its channel push in the months to come, with the addition of new headcount, an MSSP-focused partner program, and the development of a first-call support program with partners, Thomas said. The company also is planning a full update of all of its products between December and January.

"We're excited about it. … We're certainly seeing success and we want to share that in a broader way with more partners," Thomas said.