Pondurance Unveils New Partner Program to Capitalize on MDR Market Opportunity

Pondurance, the provider of managed detection and response (MDR) services, has launched its new channel program for solution providers, MSPs and system integrators.

The Pondurance Channel Partner Program provides resources to improve customers’ cybersecurity and reduce risks. It also provides new revenue streams.

The program offers training and support tools. Those include self-paced online or hands-on sales training, case studies, solution architectures with reference guides and blueprints.

First Formal Partner Program

Tim Horigan is Pondurance‘s director of channel.

Pondurance’s Tim Horigan

“Previously, we had what I refer to as a ‘soft’ channel,” he said. “Thirty percent of the company’s revenue was derived from a few partners who sought us out, rather than us owning a formalized channel program.”

The company’s leadership realized a strong channel program could be a “force multiplier” for its sales efforts, Horigan said. It then decided to invest in a program buildout in 2021.

Pondurance is proactively recruiting strong cybersecurity-focused partners, he said.

The company created the program in response to the MDR market opportunity and its growth goals, Horigan said.

Pondurance has been growing rapidly and making smart investments, not only in its team and technology, but also in creating a channel program that will “allow us to scale quickly to take advantage of the tremendous opportunity that exists for managed security services and MDR,” he said.

3 Partner Tiers

At launch, the program includes more than 130 VARs, cybersecurity consultants, MSPs, hosting service providers (HSPs) and service provider agents across North America. Program partners are classified into one of three tiers — elite, premier or associate. Each is based on total sales and revenue volume, sales skills and certifications, and technical skills and certifications.

“When it comes to endpoint, log and network monitoring, Pondurance is a full solutions provider, offering a 360-degree view and the incident response (IR) and security services required to identify, contain, eradicate and recover from a breach,” Horigan said. “We advise, consult and execute on pre-breach, breach and post-breach security. Many other MDR providers do not have the full complement of security services to take action on a threat, or to guide their clients through the process of creating and executing on an IR plan.”