D3 Security Targets Variety of Partners with New Connected Program

Security orchestration, automation and response (SOAR) provider D3 Security Tuesday unveiled its Connected Global Sales Channel and Partner Program.

Led by D3’s newly appointed channel executive, Peter Marini, the program aims to help VARs, distributors, managed security service providers (MSSPs) and system integrators (SIs) provide their customers with SOAR, incident-response and case-management offerings. Marini joined D3 last month and previously was Check Point Software Technologies‘ MSP/cloud provider channel manager.

D3 Security’s Peter Marini

At Check Point, Marini was heavily involved in the business development for cloud technology alliances and MSSPs across Asia Pacific, the Middle East and Africa.

Marini tells Channel Partners that Connected is D3’s first strategic, global sales channel program. Historically, D3 has sold direct, and has “grown a strong business that includes 100-plus of the Fortune 500 as customers, plus many more organizations across all industries and regions.”

“The strong global demand for orchestration and automation, combined with the demand for the D3 platform specifically, prompted us to create and launch the Connected program,” he said. “For example, we received 50 orders in fiscal year 2018 from Fortune 500 companies, and doubled the size of our business. In order to keep up with demand both in North America and globally, we had to evolve. Plus, partners play a huge role in the cybersecurity market, and with a program and resources in place we will be better able to extend our reach in a consistent and scalable way.”

In addition, the fact that D3 integrates with “hundreds of tools makes it easy for partners to select D3 as the security operations platform that can work, quite easily, within their customers’ or their own environments,” Marini said.

Partners played a role in the formulation of Connected, he said.

“We heard the market say quite clearly that they wanted a simple program that helped them join and begin selling, without too many levels, rules and barriers,” Marini said. “So, we designed an open, nonexclusive program with two discount levels. We designed our program knowing that some of our competitors are already in the sales channel marketplace, and we want to offer a stronger program than they do. Our technology, the D3 platform, is battle-tested by the world’s largest and most targeted organizations …”

Partners now have a dedicated program with deal registration, enablement, sales and marketing support.

“Our goal for the program is simple: to help even more companies leverage orchestration and automation in their security operations and incident response,” Marini said. “At the end of the day, we are a company of security experts and we want security teams to win the battles and the war. In terms of the partner program specifically, we want to meet the expectations of partners as they relate to enablement, and sales and marketing support. Too many vendors fall short here. Beyond that, we also want to foster deeper engagements that could extend to product strategy and development, as D3 is a very flexible and configurable platform.”

“With flexible integrations, proven playbooks, and varied problem-solving capabilities, D3 is an ideal incident response and SOAR solution for VARs, VADs, MSSPs and systems integrators,” said Gordon Benoit, D3’s president and founder. “We are very excited to welcome Peter Marini to the team and are confident his leadership will empower the D3 Connected Partner Program to build the relationships necessary to effectively broaden D3’s reach around the world.”