The Gately Report: Salt Security Heavily Recruiting Partners as API Security Market Sizzles

The global API security market is growing at a rapid pace, and Salt Security is among the leaders in this active market.

For the past year, Salt Security has been building its structured partner program. In addition, it has seen swift expansion of its partner community. It has grown from fewer than 40 signed partners last May to nearly 150 globally today.

According to Future Market Insights, the global API security market should grow at a compound annual growth rate (CAGR) of 26.3% through 2032, reaching nearly $10.2 billion by the end of 2032.

Salt Security’s patented API Protection Platform combines cloud-scale big data and machine learning/artificial intelligence (ML/AI) to detect and prevent API attacks. By correlating activities across millions of APIs and users over time, Salt Security delivers context with real-time analysis and continuous insights for API discovery, attack prevention and shift-left practices.

Jon Peppler recently left his role as Salt Security‘s vice president of worldwide channels. Mandy Kelley, global director of channel marketing, helped Peppler build the program. She’s now “globally behind the scenes making sure everything is running OK.”

Understanding API Security

In a Q&A, Kelley talks about Salt Security’s work with partners and what they can expect in 2023.

Channel Futures: What encompasses Salt Security’s channel strategy?

Salt Security’s Mandy Kelley

Mandy Kelley: Our strategy is to walk before we run, to really just build the fundamentals, focusing primarily on the resellers and the distribution partners. Distribution is especially key in our LATAM and EMEA markets. And part of the methodology that … is so important is what we call engagement, enablement and demand generation. The first step is really engaging the partner community. Are we where they are? Are we meeting them? Do they like us? Will they take our calls? And once we’ve checked that box, we move on to enablement and we help them understand why API security is important and how this fits into their overall solution. Most of the partners that we work with really pride themselves on being solution advisors. So we want to help them be consultative and help them be forward thinkers with their customers. That’s where the engagement piece is.

And once we’ve got them them engaged and enabled, that’s when we want to start helping them drive demand. We want them to be comfortable with the problem that’s out there and why we think Salt is better at solving it, and then working together. We really want it to be a very collaborative sales process. And we try to make sure every deal we have goes through our partner ecosystem.

Scroll through our slideshow above for more from Salt Security and more of the week’s cybersecurity news.