San Francisco-based vulnerability and risk vendor Kenna Security has launched into the UK, promising resellers a more focused security platfom.
Trevor Crompton, its EMEA head of sales and partnerships, told CRN that hackers are able to achieve high-profile breaches because IT security departments in large corporations are so overrun with masses of data on potential risk points that they don't always know which to prioritise first.
"The way I position this to clients, is that it's a bit like looking at a big pile of hand grenades and then saying to the IT team 'one of those has had the pin taken out, will you find out which one it is for me?' It's a virtually impossible task with huge consequences if you get it wrong. What Kenna does is distil that down," he said.
"I'll give you an example: We looked at all the CVSS [Common Vulnerability Scoring System] scores and applied that to our own vulnerabilities under management, which is one and a half billion vulnerabilities. Thirty-five per cent of them came up as critical - meaning you have to do this now.
"I was talking to a big telco recently who said they have a 14-day window for anything critical; so in this case, a third of all of your vulnerabilities have to be fixed in the next 14 days? That's not practical - that's not even possible.
"At Kenna when we look at our granularities, we reduce the amount of critical down to 0.3 per cent. If you think about the amount of targeting and focus behind this, it makes this a manageable process. It makes it possible to defend your company."
Crompton said Kenna Security has a 100 per cent channel market strategy, and added that his team is actively recruiting resellers in the UK and the Nordics.
He named two distributors: Ignition Technologies in the UK, and Obscure Technologies in South Africa, but added that he is currently not looking to expand his distributor network.
Crompton has 25 years' experience in the IT channel, and was formerly an EMEA sales director at RiskIQ, and Symantec. He took the reins of Kenna Security's new EMEA operation in August.
In the same month, his team started doing business in the Nordics.
They have most recently recruited some partners in the UK, and are currently looking for an office in London.
"We're looking at some of the biggest banks in the country - some of them have reached out to us - and some very small universities," he said. "Anyone who is doing penetration testing or vulnerability scanning needs a solution like this because of the number of vulnerabilities that are increasingly coming out."
Crompton's next EMEA geography target is Benelux.
He told CRN he recognises that UK resellers are often approached by a multitude of US security vendors. However, referencing competition from large scanners such as Rapid7, Crompton insisted that Kenna Security offers a more focused platform than his counterparts.
"We have around 260 customers, including a large proportion on the FTSE 500 and FTSE 100 firms. So, increasingly, customers are taking to our technology swiftly," he added.
"We help customers rank how dangerous their vulnerabilities are in a more focused way… I have yet to speak to a customer who has said, 'No, we're not really interested in that.' Everybody has this problem."
Kenna Security is a three-year-old company, which was founded and is still based in San Francisco, with a headcount of 50 staff globally.
Infrastructure provider says international sales now make up 51 per cent of its revenue
Suzanne Chappell of TMS plans sailing venture after selling Oxfordshire-based TMS to acquisitive Chess
Withdrawal of credit insurance by some providers a 'reflection' of current challenge facing IT sector, according to MD Steve Soper
SMART's UK managing director joins Lenovo to boost SMB business