LookingGlass Actively Recruits Partners For Cyber Guardian Network
The company appointed industry veteran Laurie Potratz to lead the program. As vice president of global channels and alliances, she is responsible for delivering a “comprehensive channel program that empowers partners to deliver actionable threat intelligence to their customers.”
Potratz tells Channel Partners that LookingGlass has acquired several companies, with the most recent acquisition in December 2015. Each company had its own channel strategy.
“The LookingGlass Cyber Guardian Network is a unified partner program that best addresses the interests of our channel partners while giving them access to our complete solution,” she said. “I have 20 years of history working closely with channel partners. LookingGlass asked me to create a comprehensive program designed to address the areas of greatest importance to our partner community. The timing was perfect since we recently combined companies and needed a unified partner program.”
Prior to joining LookingGlass, Potratz held strategic positions with VMware, Brocade Communications, Symantec, Veritas Software and BMC Software.
LookingGlass helps security teams to “confidently prevent, detect, understand and respond to prioritized, relevant threats throughout every stage of the threat life cycle,” the company said. Partner benefits include deal registration, investment protection and global resources.
The company has about 35 partners and is actively recruiting more to sell cybersecurity, Potratz said. Its partners include systems integrators, consultants and technology partners.
“We can help partners differentiate themselves [among] a myriad of cybersecurity offerings,” she said. “LookingGlass is an end-to-end solution which is open and can integrate with our customers’ existing security investments. LookingGlass partners can help their customers navigate the plethora of security solutions they may have acquired to derive the greatest value, and in an efficient and cost-effective way, with state-of-the-art technology.”
LookingGlass doesn’t compete with its partners, Potratz said. If a partner lacks the services capability, they can align with a services-only partner for a complete customer offering, she said.
“We have clear global channel rules of engagement,” she said. “Our partners know what to expect from LookingGlass and hold us accountable to that standard. They also are aware of what we expect in return. It makes for a solid foundation when we partner and paves the way for joint success.”
“We’re really excited to partner with LookingGlass,” said Dave Schlosser, ThunderCat Technology’s senior vice president of sales and marketing. “LookingGlass’ dedication to delivering innovative security solutions to their customers, paired with a strong partner commitment, is a key component of their rapid growth.”