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Conscious Coupling – How Technology Partnerships Increase Customer Satisfaction

Scott Block

In today’s fast-paced, growing world of cyber-security, one cannot rely on a single means to get to market. Being single-channel focused can spell disaster. Organizations must diversify the way they go to market, be it strategic partnerships, distribution partners, technology partners or sales partners. Organizations need partnerships to expand sales reach, develop and enhance technologies and integrate with complimentary solutions expanding product capabilities. Developing a well-balanced ecosystem partners makes for a healthy, thriving machine at all levels.

For purposes of this discussion, let’s focus on the importance and value of a healthy Technology Partner ecosystem. Technology is an ever-changing, ever shifting landscape and to bring true value to customers, companies increasingly need to rely on complimentary solutions to win the mind of the customers. This is particularly true in the Enterprise Security arena.

Oftentimes, customers wonder if any one vendor will offer them a panacea, something that cures all of the kinds of ills they suffer. A silver bullet if you will, to find a complete, end-to-end solution covering all threats vectors, at all times, in all locations in one tidy package. Does that “silver bullet” exist? Probably not – in today’s shifting environment, it’s almost impossible to be all things to all people. The days where thick, server-crushing software packages are purchased and countless hours are spend implementing them are waning, and nearly gone. Technology drives demand and innovation, and the demands drive more innovation and technology.

Take for example Cisco Systems. As a strategic partner, Cisco is driving deep into the value chain by incorporating StealthWatch System as an integral part of the Cisco’s Cyber Threat Defense solution. By combining Cisco’s market-leading security products and the StealthWatch System award winning flow-based anomaly detection capabilities into a single, integrated enterprise security platform, we are able to deliver unified visibility from a “single pain of glass.”  The StealthWatch System working with the Cisco security portfolio is a textbook example of how two companies can respond to customer needs to solve complex problems. Customer are now able to perform network reconnaissance, defeat internal malware propagation, detect command and control traffic, alarm on data exfiltration events and uncover suspicious internal activities, all while using Cisco security products. It’s this customer-centric view that drives a successful partnership where the whole solution equals more than the individual parts, making it a win for customers.

In another example of a successful Technology Partnership, as Lancope sought to address the vexing problem DDoS attacks present, they looked to an industry leading mitigation solution created and developed by Radware. Lancope’s StealthWatch System leads in flow-based volumetric detection and Radware is a top tier DDoS Mitigation solution. The combination of these two technologies brings a complete solution to customers. One that effectively monitors and alarms on DDoS attacks (StealthWatch) and another that begins DDoS remediation soon after the alarms are sounded. This offers a very truly functional and effective solution for companies looking for protection from denial of service attacks. Again, the whole equals more than the parts.

Part of the reason the whole equals more that its parts is the notion that solutions are getting more specialized and more complex. There may be industry consolidation, one vendor buying another, but it doesn’t necessarily translate into a functionality or capability boon for the customer. Just because one company acquires another doesn’t mean they cleanly snap together into a larger solution that works together seamlessly. Customers are asking product vendors to create a “Lego like” experience. They want a joint interfaces that enables true integration. Companies need to partner. They need to work together to advance and innovate, weaving technologies into an integrated, elegant, best-of-breed solution.


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