Kenna Security Rolls Out Partner Program Updates

Kenna Security, the firm focused on predictive cyber risk, is rolling out channel-program updates designed to make it easy for partners to add value while helping customers adopt the risk-based approach to vulnerability management.

The Kenna Security Partner Program offers a set of tools for marketing, deal registration, technical support and training. Partners can develop their own consultancies, technical, professional and training services to provide additional value and enhanced security effectiveness.

Rick Kramer, Kenna’s vice president of worldwide channel sales and alliances, tells us his company has been “actively investing” in its partner strategy and relationships during the last two years.

Kenna Security’s Rick Kramer

“We rolled out our first partner portal in the middle of 2018 and have been building out technical support processes, partner training, enablement content, co-marketing programs and other pieces that are critical to working with our partners to add value and maximize our relationships,” he said. “The timing was right to pull everything together and share the enhanced offerings with the greater partner community.”

Kenna worked closely with its various partners to understand their needs, and how it could add value to their current services, Kramer said. An example of this was the request to offer a custom-branded portal for MSSPs, and another was the decision not to offer add-on professional services for customers, which gives partners the ability to develop their own service offerings and add value for their customers, he said.

“Prioritizing vulnerability remediation efforts based on quantified risk metrics is a new concept for most organizations, [which] are used to dealing with large lists of scanner results or basing remediation efforts around static common vulnerability scoring system (CVSS) scores,” he said. “Our program helps partners educate their customers on the value of this approach and provides guidance on how to best align remediation processes around risk reduction.”

Other program benefits include: “consistent and predictable” annual revenue through a SaaS subscription; implementation as a standalone service or as part of a suite of existing security offerings; optional, white-labeled services and volume pricing through a purpose-built MSSP offering; and compatibility with all major vulnerability scanners.

The Kenna Security Platform leverages data science to correlate an organization’s disparate internal asset data with more than 15 sources of external threat intelligence to prioritize threats based on the risk they pose.

“The Kenna Security Partner Program aligns Kenna Security’s business around the unique needs of our various partner categories,” Kramer said. “This is a crucial step as we continue to shift toward a 100-percent channel strategy.”

“Partnering with Kenna Security will enable us to provide our customers with advanced, risk-based prioritization across their entire organizations — full stack,” said Chuck Crawford, chief security officer and co-founder of Fishtech Group. “We look forward to great success together as we leverage new sales tools, inventive marketing programs, and joint campaigns that are included in the updated partner program.”