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High-Tech Bridge, a Switzerland-based provider of application security testing, unveiled its first partner program for value-added resellers (VARs) on Wednesday.
High-Tech Bridge founder and CEO Ilia Kolochenko tells Channel Partners that this is the company’s first foray into the VAR channel. HTB has historically worked with technology and business partners (including PwC), but today’s announcement signals a new approach to the security market.
“Today, we are fully ready to start the exciting journey with our VAR program that we have been carefully planning and preparing over the last year,” Kolochenko said. “Finally, the time has come to deliver sustainable value to our new partners and their customers.”
A variety of partner types – including MSSPs, consultants and integrators – can join the program and sell the ImmuniWeb AI product suite. The services allow for the discovery, testing and defense of applications. F5, Imperva and Barracuda have already partnered with HTB to integrate their technology.
The new program, which Kolochenko says is “open to everyone ready to deliver innovation to their customers,” aims to attract new partners with sales commissions and its machine-learning technology.
“Thanks to our machine-learning technology, we managed to automate a lot of time-consuming processes without any reduction of quality or reliability, substantially saving costs; thus, we can can offer our partners highly competitive commissions and very attractive incentives to increase sales volume,” he said.
HTB lists additional benefits as marketing support (which includes funds for joint marketing), free product licenses and trials, product customization and free tickets to cybersecurity conferences.
Kolochenko says his company aims to draw approximately 100 VARs to the program, both in Europe and in the U.S. HTB is based in Geneva, Switzerland, but has an office in San Francisco.
“North America is one of the most important and attractive regions for us; thus, it will be reasonable to say that at least a half of the partners will likely be from the U.S.,” he said.
Kolochenko founded High-Tech Bridge in 2007. The ImmuniWeb testing platform is part of PwC’s IT security risk assessment.
We’ve seen a trend of relatively young IT companies turn to the channel in the last year to gain market share, with security as one of the fastest growing subsets of the industry.