SecurityScorecard Updates Global Partner Program

SecurityScorecard, which provides security ratings and continuous risk monitoring for vendor and third-party risk management, has revamped its global partner program in response to partner needs.

The program initially was rolled out in 2017. The company’s first annual Partner Executive Summit took place this month.

Nicole Stavroff, SecurityScorecard’s senior director of worldwide channels, tells us that her company consistently listens to partners’ feedback and what’s important to them, and builds incentives that reflect that.

“We don’t want to have a program that everyone else has, we aim to be unique and build something that others aspire to emulate,” she said. “In fact, a specific example of partner input that is now reflected in the revamped program is around our renewals. Partners voiced to us that a renewal is a net new deal to them. So we built entitlements into the Fiscal Year 2020 program to reflect this. Any upsell licenses associated with a renewal means they can realize 20 points of margin. We strive to collaborate with the most strategic partner in all of our accounts — those who have longstanding relationships with their customers and can help them operationalize SecurityScorecard and realize the value across all of their lines of business after the initial use case.”

SecurityScorecard‘s platform itself is a competitive advantage for partners, Stavroff said.

“We are the only security ratings vendor that continuously monitors over 1 million companies,” she said. “That is almost more than three-to-four times anyone else. We are also the only vendor that is continuous versus a manual point-in-time view of a company’s security posture. That is a big differentiator because a point-in-time look at risk posture that is manually curated becomes obsolete the second a company reads the report.”

SecurityScorecard’s  FY20 program offers managed service offerings around continuous monitoring which requires the data to be continuous, Stavroff said.

“We have several offerings for MSPs around continuous monitoring and remediation,” she said. “In addition, our alliance integrations with Spunk, ServiceNow, Archer, IBM QRadar and Tenable are huge differentiators for MSPs to bring additional value to those platforms for customers.”

“The partner program has gone through a revamping for fiscal year 2020,” said Bill Hogan,SecurityScorecard’s CRO. “It is now representative of a more mature program with new and exciting incentives, entitlements and service offerings for our partners. We want them to maximize their earning potential when selling our licenses and services.”