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FireEye's VP worldwide channels and alliances, Steve Pataky

Allan Swann | Aug. 12, 2015
FireEye's global channel boss, Steve Pataky, discusses his company's transition to a channel-led security organisation, and how it is pushing its partners to sell its services in new ways, to non-traditional customers.

Put frankly, we are soon going to see a day where having some level of protection, whether that's the services and consult up front, a compromise assessment, or some sort of a Security-as-a-Service - will become a condition of insurance.

Is that becoming a part of your business model? To go in as the initial consult on businesses -- such as on clients' HR policy, or looking at the credentials of a CISO?

We're already seeing that happen in a lot of different places. There used to be a lot of companies that would promote the fact that they could come in and do a vulnerability assessment. As our boss Kevin Mandia would say, those days are long gone. It's now a compromise assessment.

Where have you been compromised? How bad is it? How long has it been going on? Who's doing it? What have they exfiltrated? What's their pattern?

Think about all the places we can apply that. If I'm a new CISO, I might want to do a risk assessment and know what I'm inheriting. If I'm an insurer, what do I need to know to write a policy? If I'm on the board of directors, and you're legally liable, its about increasing your visibility to the risk.

How do you create the right indices of risk profile so you can rate the company and make it more consumable for people? The average joe doesn't know half of what we're talking about. But if you can translate that into business impact, and business risk that's what really matters.

That's what we're challenging our partners to do.

That is quite a challenge for a lot of partners. Most of them don't have a way of calculating business impact costs, money saved and how it affects the bottom line quarter to quarter. How are you helping?

If you've been selling traditional firewalls, and other defenses such as anti-virus solutions, its tough. But that is ultimately what is required now.

Security is absolutely now a Line of Business concern. It's moved from the IT department, to the bespoke IT organisation, to the CISO. Now it's at the CEO/CFO level, and even the board level.

It is a transition. We've had to transform ourselves too. That's why we've put our focus on producing a world class partner programme. Our partners are being challenged -- and in a good way. They are being asked to go back in and skill up.

Yes we invented this space, and its all new technology -- so they look to us for vendor support. Our Fuel Partner Program is more than just sales training. A new feature is 'The Anatomy of an Attack' -- it shows them how to explain how attacks work now.


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