LightCyber Ramps Revenue Opportunities for PartnersBy Gina Roos | Print
LightCyber's new Technology Alliance Program and APIs deliver greater integrated services opportunities to channel partners.
LightCyber, a startup provider of behavioral attack detection solutions, aims to give channel partners access to a broad security product portfolio and the capability to build on the company's integrated services offering.
Under the LightCyber Technology Alliance Program, channel partners will be able to integrate the LightCyber Magna behavioral attack platform, which is sold only through the channel, with other ecosystem security products via a new API. The new opportunities play in two areas: adding value to the partner's security line card and creating new services for managed and consultative services.
A key element of the program and new software API is facilitating the interoperability and integration of the LightCyber Magna platform with other security products and technologies, which increases the value of channel customers' investments in their existing security solutions, said Jason Matlof, executive vice president.
For channel partners, this translates into greater value and increased average selling prices by tying the security tools closer to the Magna platform for sharing information and delivering actionable alerts. It also enables them to offer more security intelligence and remediation options for their partners, the company said.
"We are strong advocates of integration and the need for the complementary nature of systems in a security infrastructure," Matlof said.
Initial products available for integration through the program include Hewlett Packard Enterprise's ArcSight ESM security information and event management (SIEM) application, Check Point's next-generation threat prevention solutions, Palo Alto Networks' next-generation firewalls and Gigamon's GigaSECURE Security Delivery Platform.
For LightCyber channel partner EverSec Group, the new Technology Alliance Program is beneficial, said Stephen Harrison, managing partner and CEO at EverSec. "When EverSec approaches a customer with a LightCyber solution, it's generally a solution that they aren't as familiar with; so internal visibility is an issue," he said. "The ability to port itself into a lot of existing technology via the APIs—porting into ArcSight, Check Point and Palo Alto—makes the solution feel a bit more familiar and provides a lot of value."
LightCyber plans to add up to six more products this year, sprinkled over nine categories of infrastructure, including firewalls and Web gateways, SIEM systems, visibility platforms, VPNs, virtualization, cloud, network access control, IT workflow and IT service management and authentication.
The Magna platform is a new class of security technology, called "behavioral attack detection," which finds the operational activities of attackers with the presumption that the enterprise or customer networks will be compromised, explained Matlof.
"We employ database analytics and machine learning to create a behavioral profile of all user and IP-connected device activities so we can find anomalous attack behaviors that are the exceptions to the learned baseline," he added.
The open API platform also allows for custom service integrations by partners so they can create their own integrations based on customer needs and interest in providing services. This enables them to create or use APIs that enable communication and functionality between the LightCyber platform and other third-party systems.
"They can create reporting and new functionality through the APIs by writing scripts to make our system and other third-party systems work better together. There are infinite opportunities because the system is open," said Matlof. "A partner can create integration beyond what we are announcing, allowing them to charge for that service to create a revenue opportunity."
LightCyber's API, associated documentation and examples are available so partners can create new custom services and integrate Magna with their security offerings, in addition to making their line card of vendors work together better, said Matlof.
The LightCyber Technology Alliance Program builds on the company's partner program, which launched in the third quarter of 2015 and offers training, tools and certification. The company's sales are generated through a 100% channel distribution model. It has 40 partners globally of which 25 are based in North America.
LightCyber is primarily looking for technically savvy security-focused resellers to expand its distribution channel. "We are focused on boutique regional security VARs that have a deep focus on security, as opposed to general-purpose IT VARs that sell everything from servers to security," Matlof said.
Gina Roos, a Channel Insider contributor, specializes in technology and the channel.