From a channel perspective, how bright or dull does the 2018 market look to you?
2018 is extremely bright for Carbon Black. As the threat landscape continues to evolve and bypass traditional AV and previous deployed security solutions, customers recognize that new or next generation solutions are required to prevent, detect and respond to these threats. Carbon Black’s partners are well positioned to react to these client’s needs.
What would be the top 3 priorities for you to lead the channel? Are there any particular resolutions that you would be taking?
Enablement, Enablement and Enablement. It’s crucial that Carbon Black equip our partners with the skills, knowledge and services capabilities they need to recognize opportunities, advise and consult on Cb’s solutions, professionally deploy and maintain our end point security solutions. Key investments are planned in education initiatives and will be critical to 2018.
Are you planning for any customer/partner enablement programs in 2018? Or any enhancements to the existing ones?
Carbon Black will deliver our knowledge on a regular basis through a myriad of mediums…..Social, self-paced, video and face-to-face training sessions.
How will you define your go-to-market strategy for 2018? How are you bucking up to manage competitive threats?
Carbon Black’s GTM focus will be “Partner Centric” and directed to the enterprise. Key focus on developing our traditional security VAR’s, driving new opportunities in the “Incident Response” area, this being a profitable and potentially new line of business for many partners, Carbon Black has a unique program, adding value and driving real tangible sales leads while assisting vulnerable or clients that have been breached.
For your regional colleagues: What would be your one DO and DON’T suggestion?
DO- continue to evaluate cloud delivered solutions, the business and technology benefits far outweigh any possible downside.
DON’T – assume vendors will continue to deliver the technical pre-sales / solution demonstrations. Having partners certified in security solutions will become a defacto expectation moving forward.