SentinelOne & Exclusive Networks Brings Next-Generation Endpoint Protection to Europe, Middle East, and Africa

Partnership Accelerates Market Transition Away From Legacy Antivirus to Bring Endpoint Security Into 21st Century

LONDON, May 26, 2016 – SentinelOne, the company that’s transforming endpoint security by delivering real-time protection powered by machine learning and intelligent automation, is today announcing its expansion into Europe, Middle East, and Africa (EMEA) through a strategic partnership with leading security distributor Exclusive Networks. SentinelOne and Exclusive Networks will partner to initially bring Next-Generation Endpoint Protection to the EMEA region.

The companies’ joint mission is to replace the ‘Old Guard’ of legacy antivirus software and provide organizations in these markets with a unique, standalone approach to endpoint security that combines behavioral-based detection of both known and unknown threats, with automated mitigation and forensic tools to defeat attacks that employ a combination of advanced techniques within malware, exploits, or insecure scripts.

“Bringing our solution to these key European markets is a significant step toward changing the face of endpoint protection on a global scale,” said SentinelOne CEO and co-founder Tomer Weingarten. “We’re fortunate to have Exclusive Networks alongside for this effort, as they have already proven their ability for bringing disruptive cybersecurity technologies to the region.”

Barrie Desmond, COO at Exclusive Group adds, “Every so often there is a cybersecurity technology that takes a wrecking ball to established, and some may say complacent, markets by jumping to a new innovation curve and addressing unfulfilled customer needs that leave competitors behind.” He adds, “SentinelOne is doing away with the antivirus status quo by simplifying endpoint security in a unique way and making it truly fit-for-purpose in the ongoing battle against advanced threats and zero day attacks. Traditional antivirus products are continuing to fail millions of enterprise customers. We’re thrilled to be partnering with a true innovator that is positioned to disrupt a market that has fallen asleep at the wheel.”

SentinelOne’s Next-Generation Endpoint Protection technology has earned praise from multiple directions; with industry analyst firm Gartner recently nominating them as a ‘Visionary’ vendor in the latest Endpoint Protection Platform Magic Quadrant. Their technology and vision has already earned them $40 million of VC funding and ringing endorsements from companies like Netflix, who have replaced their entire installed base of legacy endpoints with SentinelOne solutions.

Exclusive Group Names David Ellis as Director Global Services

Former Computerlinks & Arrow ECS heavyweight to bolster global services offering

PARIS, FRANCE – May 10th 2016 – Exclusive Group, the global value-added services and technologies (VAST) group, has announced the appointment of technology specialist David Ellis to spearhead the Group’s continued investment in innovative new services, as Group Director, Global Services. David will use his considerable experience in supporting new and disruptive technologies to roll out new services offerings for the cybersecurity market, supporting the Group’s ambition to retain and extend its value-added model on a global basis.

“David brings with him a wealth of experience and a track-record of success,” said Barrie Desmond, COO of Exclusive Group. “Services have always been at the heart of our value-add and are embedded in our DNA. Increasingly we’re seeing more and more global deals and our ability to support these will add even more value to both our vendor and channel partners alike. Global services are a key part of our growth strategy over the next 3 – 5 years and David will play a crucial role in achieving this. I’m pleased to welcome him on board and looking forward to working with him for what promises to be an exciting journey ahead.”

“Over recent years Exclusive Group has built an enviable reputation for disrupting traditional value-add distribution and I’m really excited to now be part of this,” said David Ellis, newly appointed Director of Global Services at Exclusive Group. “In my time within the industry I’ve identified and brought to market a number of new technologies and services, and have seen the cybersecurity market evolve at breakneck speed. I can’t wait to start helping our vendor and channel partners achieve even more value from their relationship with Exclusive Group through new global service offerings.”

David joins Exclusive Group from Arrow ECS, where he was part of the senior leadership team in EMEA responsible for vendor business development and the roll-out of new propositions. Before this, he was Director of New Technology and Services at Computerlinks before its acquisition by Arrow. In his 13 years with Computerlinks he built and grew an e-Security offering before assuming responsibility for services, emerging technology and market sectors.

Four Ways to Sales and Marketing Success in the Era of SaaSonomics

As more non-IT buyers become responsible for actually buying the IT, they want complete transparency of price, limited or no contractual tie-ins and instant fulfilment. In other words – the same consumer-like experience they get when buying apps. Welcome to the new normal of SaaSonomics.

Channel partners are coming to terms with huge changes in customer behavior, or are they? Putting aside the payment aspects of IT consumption for further examination in other blog posts, it’s clear that decision makers’ new preferences for marketing and sales engagement are having one of the largest effects. What are the SaaSonomics of sales and marketing? Is it pay per click, LinkedIn type marketing where you set a limit of expenditure for your campaign, or some other pay-as-you-go marketing sales techniques that change the way we spend or get value for money?

We now live in an application age where IT decisions are executed by consumers as part of everyday life, and these consumer-orientated expectations transcend into the B2B environment. Indeed, there are signs that what buyers expect from a work related IT purchase has as much to do with the simplicity and efficiency of consumer IT propositions as other factors. The rules of the market have changed, so we need to change as well or risk becoming the obsolete ‘Polaroids’ of the IT world.

Consumer IT typically offers complete transparency of price, limited contractual tie-ins and instant fulfilment. Enterprise IT solutions that fail to address the value of these experiences are at risk of alienating their current and prospective customers.

Internal customer demographics are changing too, with greater instances of non-IT line of business (LOB) executives bypassing their IT departments to procure and implement solutions. As well as compounding the IT consumerisation effect, this new state-of-affairs raises the troubling spectre of ‘shadow IT’ where organisations lose control of their IT operations, opening up budgetary black holes and potential security hazards.

I’ve always advocated a business message for business technology, but these changes are bigger than we’ve seen before. IT is now more important than ever to the value of an organisation – to its very future – and that hasn’t happened because the world’s business executives have all suddenly started getting their heads around bits and bytes. Rather, it’s the simplification of IT that organisations are focused on, even though – ironically – IT solutions themselves are, if anything, getting more complex. It’s critically important that channel partners fulfil the need to execute this ‘simplexity’ on their customers’ behalf.

Every good sales process needs effective marketing to tee it up, and this integration is vital now that customers increasingly ‘self-serve’ on the web, conducting research and making crucial judgements about technology strategy without any consultation with suppliers.
In fact, this trend shows that, even by the most conservative reckoning, the average customer collates more than 50% of the data necessary to make their decisions before contacting partners or issuing ITTs.

So here are four immediate actions you can use to tune up your sales and marketing for the SaaSonomics revolution:

Put Digital First
What is your digital and social persona? Best practice is to develop a digital and social marketing strategy that informs, entertains and creates trust, but go one stage further and inject humour and personality. A friend of mine in the estate agency business recently created a character that makes fun of what life is like as a real estate agent. He’s quickly built up 10,000 followers and regularly gets 3,000+ views on his social updates and weekly blogs. Many followers link back to his website, which has created partnership opportunities plus incremental advertising revenues from recruitment companies.

Track Your Prospects
We all leave signatures and footprints in the digital world, thanks to cookies and other ‘magical’ techniques that watch where we visit, how many times we view content or when we use an app. This not only allows you to track the content you push to prospects and customers, and judge how positive they are towards you, but it also allows you to proposition them again with another ad on a totally unrelated web site. This is ’remarketing’, and it explains the mystery of why – when visiting your fashion site – an ad all about the latest firewall or data analytics tool appears…

Data is Gold (or coal if, like me, you come from Wales)
Your data is very powerful and can provide incredible insights into your customers’ buying patterns, behaviours and trends. These insights aren’t always as obvious or easy to recognise as an Amazon-like “people who bought a DDoS service also purchased an IPS” tip. However, look closely and it could easily tell you the optimum time to approach customers for renewals, and what sectors are more prone to adopt new releases or take calls for attaching additional features or services. I can’t believe I’m saying this, but data really is exciting. And if you’re not using the most obvious data you have to hand, then I guarantee you are missing out on a golden opportunity.

Automate, Automate, Automate
Delivering a more personalised call to action or message at the optimum time – leveraging many of the tactics and techniques above – means more work for marketing and demand generation people. Or does it? New cloud-driven marketing tools are here that automate and accelerate the sales cycle process. It used to be that marketing represented around 25% of the sales lead gen process and 75% was taken up with the selling cycle, but this is now the other way around. If you are doing just some of the above in a mildly successful way, you will undoubtedly be getting access to higher value prospect leads that are more advanced along the sales cycle. The beauty of marketing being 75% of the sales cycle process and selling just 25%, is that sales can be focused on hotter leads that have been properly nurtured. And, by the way, make sure you integrate your Marketing Automation stuff with your CRM. This is what helps you automate the ROI figures, which in turn justifies your next marketing request.

What matters is what works. This is all about moving with the times so, if old sales and marketing approaches mean you’re showing up too late to make a difference, you need to stop living in the past, today!