FireEye's VP of worldwide channels and alliances, Steve Pataky, lays out the challenges at the FireEye Momentum 2015
FireEye held its first ever Momentum partner conference in Sydney, which saw the security company's global reps pushing its new channel focus, including incentives, rebates, tools, and new incentive programmes.
FireEye's A/NZ country manager, Phil Vasic, emphasized the multi-faceted approach that cybersecurity now requires -- an approach beyond the box shifting, check-box approach of the security era past.
"FireEye has doubled its year on year growth for several years now, and we've seen huge investments in R&D compared to our peers. We are spending two to three times what our rivals do," he said.
The company has also been aggressively acquiring companies with technology that suits its agenda, and most recently has scored large with a new global security partnership with VISA, covering its payment systems. It has also picked up Marsh and Ace Insurance in Australia.
FireEye was also recently announced as the first security company to be certified by the US Department of Homeland Security.
"We've seen tremendous success across the last two to three years, and we've had significant investments in A/NZ that were ahead of the curve," he said.
"We're now being rewarded for that."
The company recently invested in a 'multi-million' dollar office in North Sydney, with 45 staff members across A/NZ. This includes its new Security Operations Centre.
Vasic said the company is attracting the best and brightest talent in A/NZ, and its channel talent had 'quadrupled'.
"We're definitely in the right place, at the right time, with the right strategy."
A NEW CHANNEL PROGRAMME
The keynote speaker for the day, FireEye's VP of worldwide channels and alliances, Steve Pataky, admitting that his company had been slow to develop its own partner programme -- not just with the channel, but other vendors.
The channel team has grown from being just Chris Barton (FireEye's regional alliance manager), to a channel team of 17.
Now 90 percent of the company's transactions have been through partners across the last eight quarters, he said.
"What you do when invent new technology, and it is not a category that exists in customers' minds, not a budgeted line item, is you go and hire the best salespeople to go an evangelise the new technology. They fight for budget, they find those opportunities," he said.
"I was brought in, right before the FireEye IPO, because we realised that to get scale, and get leverage in the marketplace, we had to adjust our go-to-market strategy. We had to transition from what was a very direct sales organisation, to always working with partners from day one.
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