Qualys: 'We're not going to be able to scale without the channel'

The vendor says security tools consolidation is a key driver of sales

Security vendor Qualys is into year two of a three-year structured channel programme after realising a greater need for channel partners.

The company, which specialises in security, compliance and threat intelligence tools, delivered via the cloud to customers from SMBs to enterprise, previously worked with channel partners on an ad hoc basis.

However, recent growth together with a greater focus on the platform approach and changes in the marketplace has increased the need for partnership.

"Our sales team and management, from the CEO down, understand that without the channel we're not going to be able to scale with capacity," said Sandra Cooper, VP global channels at Qualys.

The more structured approach includes firming up its pre- and post-sales strategy and introducing training and certifications, deal registration and incumbency protection.

Qualys is currently focused on "enablement", helping partners understand the newer features it's bringing to market so they can add value. The company is also expanding its channel footprint, bringing on new distribution and MSSP partners.

"With the introduction of a broader portfolio, there's a tremendous opportunity for partners to upsell existing customers and sell with added functionality," Cooper told CRN during a company event in London.

Qualys, headquartered in Foster City, California, has grown largely by acquisition, recent purchases including no-code automation firm TotalCloud and AI/ML platform Blue Hexagon.

This strategy will continue, said CEO Sumedh Thakar: "Whenever we see really good technology we bring in the team and the technology as part of the platform, but we take time to integrate it into our platform so customers really have a single pane of glass."

Vendor consolidation in the channel

A key driver for channel sales is consolidation, Cooper said. Security tools have proliferated over the past decade and now, for reasons both financial and managerial, companies are assessing whether their needs could be met by fewer vendors. Qualys offers several key security tools on one platform.

Vendor consolidation, especially around cybersecurity players, was also cited as a key trend for MSPs by Barracuda Networks recently.

"Partners are telling us the customers want to consolidate tools in this macroeconomic environment. Qualys comes in with a platform solution that allows a customer to consolidate tools to take a look at total cost of ownership," Cooper said.

"All of a sudden, the partner is able to have that unique conversation with the customer."

Another differentiator for Qualys is that it's a good fit with the increasing boardroom focus on risk analysis when developing cybersecurity strategy, she claimed.

In the UK and Europe the company's largest partners are the GSIs IBM, Orange and Softcat, with other smaller regional relationships in the picture too including distributors focused on SMBs. In the US, Optiv, SHI and Guidepoint Security are "significant" partners, Cooper told CRN.

"I think we have a good combination and a good balance of regional partners, as well as the larger national or international resellers."

Cooper added that the evolving nature of the channel has emerged as a challenge for Qualys.

"Changes are happening really rapidly in the channel ecosystem, partners are going into different markets, resellers are becoming MSSPs, distributors are becoming MSPs and they have different needs and interests. So our programme is really designed to be nimble enough to address some of the changes in the market."