Secureworks, a perennial Top 200 MSSP, recently hired NCR veteran Maureen Perrelli as chief channel officer. The move comes at a key time for the cybersecurity company and its partner ecosystem.
Indeed, Secureworks has taken multiple steps to evolve its business toward software-driven solutions in 2019 and beyond. Key moves include:
- Promoting Red Cloak endpoint threat detection services;
- partnering with VMware's Carbon Black business on endpoint security integration;
- introducing security analytics;
- working closely with parent Dell Technologies; and
- describing how a "SOC of the Future" approach will further safeguard customers.
Secureworks has shown progress on multiple fronts, but CEO Michael Cote in June 2019 conceded that the journey toward software-driven solutions remained a work in progress. He's expected to provide another progress report during the company's next quarterly earnings call -- which is scheduled for December 5, 2019.
In the meantime, we reached out to Perrelli for some initial thoughts on her role at Secureworks and the potential partner opportunities. The result is this MSSP Alert interview, conducted over email.
MSSP Alert: What attracted you to Secureworks?
Perrelli: I was impressed with the leadership team’s vision and passion for building the channel organization, as well as the growth potential. Secureworks already has innovative technology with 20 years of security intelligence and experience baked into it. And for the past year the company has made big strides in partnering with some of the best IT and security companies in the world. I’m excited to have a chance to build and execute a channel strategy that makes those efforts scalable and successful both for Secureworks and our partners.
MSSP Alert: What are your key priorities for the first 90 days on the job?
Perrelli: My first priority is to meet with partners. I believe they can offer us invaluable insight based on their unique perspectives in the marketplace, and that we need to be on this journey together in a collaborative way to have mutual success. Along with that, my priority is to learn the business and identify some quick wins to grow it.
MSSP Alert: What are your longer-term priorities, particularly as they pertain to partners?
Perrelli: Closer alignment with our Dell Technology family is both a short and long-term priority because there is so much potential for growth. Other priorities include a focused approach to the market and closer alignment with our resellers in the field, including alignment with sales, marketing and product efforts.
MSSP Alert: Are there particular types of partners you'll be pursuing or engaging?
Perrelli: The channel organization will be closely aligned with our go to market strategy, focused on markets where we believe we can be most successful with our partners and add most value. There is significant opportunity for us all here -- partners and Secureworks. As we work the expansion of channels within Secureworks, I’m looking for real collaboration. I believe if you double down with a partner and they will double down with down you.
