Poke around some MSSP partner programs, and you'll notice quite a few that lack multi-tenant dashboards and recurring revenue business models. The result: MSSPs can't effectively protect, manage and monetize their customer engagements.
In stark contrast, SonicWall today unveiled a new version of its Managed Security Services Provider (MSSP) partner program. The program features licensing models coupled with multi-tenant management capabilities designed with MSSP and MSP business models in mind.
SonicWall's MSSP partner push wasn't a knee-jerk reaction to the rapidly growing managed security partner market. Rather, CEO Bill Conner and the executive team have carefully aligned R&D, sales, marketing and partner program resources over the past two-plus years to increasingly engage and serve MSSPs.
SonicWall: R&D Specifically for MSSP Partners
Conner began discussing the MSSP partner journey with MSSP Alert around the time of our site's launch in May 2017.
As SonicWall further expanded from firewalls into wireless, cloud, endpoint, email and remote access security, Conner wanted to ensure MSSPs had a single, scalable, extendable, multi-tenant platform to manage and monetize all of those services. Conner also wanted to ensure MSSPs have access to SonicWall's real-time cyber threat intelligence.
Fast forward to present day, SonicWall continues to enhance that multi-tenant system for MSSPs. Luca Taglioretti, VP Global MSSP & Carrier Sales at SonicWall, recently demonstrated the dashboard for MSSP Alert. Among the nuances we noticed: Taglioretti seemed to drive the dashboard as easily as most of us would drive a car.
Admittedly, Taglioretti isn't your typical channel chief. In addition to his sales and business experience, Taglioretti's career background includes various IT management and project management expertise.
SonicWall: MSSP Partner Program Enhancements
Still, dashboard development and product development are only two key steps im SonicWall's MSSP partner journey. The effort also includes an MSSP-centric partner program -- which gained various enhancements today.
The enhanced three-tiered MSSP program, the company says, offers:
- Expanded annual and monthly pricing model licenses
- Aggressive volume-based pricing based on assets under management
- Priority access to Premier Support tier 3 engineers
- Increased access to MDF, including accruals for Powered Plus partners
- Support from a new and expanding MSSP strategic account management team, globally
- Addition of Secure Mobile Access (SMA) to MSSP portfolio
Participating MSSPs will continue to be required to meet annual revenue requirements, have an operating NOC or SOC with Help Desk L1/L2 support capabilities, as well as sales and technical staffing criteria, the company says.
SonicWall: Executive Perspectives
In prepared statements about the enhancement partner program, Taglioretti said:
“The explosion of exposure points has not only increased the attack surface area of organizations, it has also taxed IT departments that increasingly call upon MSSPs to help mitigate the rapidly growing threat volume. We’re combining our 28 years of experience, data and technology with our partner-led culture to deliver the next round of enhancement to our MSSP program. We want to give participating partners, both regionally and globally, a competitive edge.
Due to the unprecedented need to quickly and efficiently deploy security to rapidly expanding remote workforces, SonicWall will include its Secure Mobile Access (SMA) solution for MSSPs, allowing managed security service providers to swiftly deploy and scale on-demand security and connectivity at costs based on the number of concurrent users.”
Added SonicWall VP of Global Channel Sales HoJin Kim:
“These enhancements to our MSSP program are aimed at bringing value to participating partners in the areas of flexible pricing options including monthly subscriptions, simplified operations through our automation tools, priority technical support access and go-to-market collaboration. SonicWall is perfectly poised to help MSSPs looking to expand their managed security practice lead in the market and drive enhanced scalability and profits.”
The MSSP push is part of SonicWall's broader SecureFirst Partner Program -- which now includes over 20,500 partners worldwide.
Competitive Market
Anecdotal evidence suggests that SonicWall has successfully expanded into new markets, but it's difficult to fully measure SonicWall's business progress since the company is privately held and backed by private equity ownership.
Meanwhile, just about every major -- and emerging -- cybersecurity company has turned at least some of its focus to the MSSP and MSP sector.
Virtually all of SonicWall's traditional firewall rivals have MSSP initiatives. And the private equity market continues to roll up various cybersecurity businesses into suite-like services for MSPs.
In a recent call with MSSP Alert, Conner cautioned partners about all the M&A activity. His advice: Look under the hood and study the multi-tenant dashboards and associated partner programs. His key point: Is everything really coming together -- and accessible -- via a single architecture? Or are acquisitions force-fit into the cybersecurity business, with little thought for architecture, technology integration and MSSP business models?
In SonicWall's case, Conner asserts, the company has carefully thought about how MSSPs need a single dashboard to manage and monetize all cybersecurity services for end-customers. At the same time, SonicWall's partner program is aligned with that dashboard to assist partners with risk mitigation and monetization strategies.
So what's next? Taglioretti recently previewed some of SonicWall's forthcoming R&D work. We can confirm that work further aligns with MSSP business models. Stay tuned for actual details...
