Tenable managing Partner's Cyber Exposure with MSSP program

In a chat with VARINDIA, Manoj Taskar, Country Manager (India & SAARC), Tenable, talks about the company’s current channel structure and its partner-driven market strategy. Manoj also discusses about how the company has come up with its MSSP program in response to the current lack of trained security professionals.

1. What is your channel structure and how partners are categorized? What are your key business models for the regional markets?

We have a two-tiered channel structure – National and Regional. We want to make sure that we increase our reach to local customers, who couldn’t be addressed by national partners. We believe in creating a satisfied clientele.

Our channel partners are security-focussed players in the regions, building on complementing solution offerings, giving the customers the inclusive and holistic security ecosystem.

2. What is Tenable’s GTM strategy for India?

Our go-to-market strategy is completely-partner driven and it is the key to our success. We are a completely partner-focussed organization in the region and committed to building a sustainable and profitable partner relationship. They are valued the most inside the organization. We maintain a well-defined tiering system among our channels and have a wide network of both tier-1 and tier-2 partners to cater to the needs of various markets and customers across India.

3. Which are the key markets Tenable strives to address in India and how mature is the market in adopting your cutting-edge solutions?

In India, BFSI, telecom and healthcare are the key verticals for us. These market segments have fairly mature security practices and understand the value of security solutions we bring to their table. Also, they are highly governed by regulations which require cutting-edge solutions like ours.

4. Recently, Tenable has come up with an MSSP program. How it is going to help your valued partners.

In recognition of the continuing global shortage of trained security professionals, we have come up with the company’s first-ever managed security service provider (MSSP) program, which has been designed to provide customers with the flexibility of choosing strategic, cost-effective solutions and custom services to help them address how to manage, measure and reduce their Cyber Exposure across the modern attack surface.

As mentioned earlier, partners are critical to our mission and key to success. Through the MSSP program, together we are building a world-class revenue-generating system that will not only accelerate Tenable’s growth but will also benefit the customers directly. We believe in growing with our partners and this is the core reason we’re investing in them, making sure that they remain competitive in a market that is rapidly evolving.

5. Please enlighten us on the pristine USPs of your solution and value-added services?

Tenable.io, a cloud-based vulnerability management platform, is our USP. It is the first platform to unify IT and OT Security to deliver new and enhanced capabilities to empower organizations to understand and reduce their cyber risk across the full range of traditional and modern assets – cloud, containers, web apps and more. Tenable.io is integrated into the modern SDLC and DevOps processes, offers the flexibility to use the appropriate discovery and vulnerability detection technique based on each asset’s unique requirements.

6. Mention USPs for channel partners who work with Tenable.

Tenable solutions offer the partners a competitive edge and flexibility in offerings and positioning. We invest heavily in our partners.

Besides, we run various partner programs to provide specialized engineering and sales training. We offer support to develop business and go-to-market plans, certifications on our offerings, and customer support.