Video: How Hack The Box Is Elevating Partners With Brand Equity

we are so fortunate that there's very few areas or industries that we don't touch we are in the financial industry we're in the healthc care industry we have a strong foothold in the federal Market in the sled Market in the retail Market in the manufacturing Market You Name It We Are there hey Channel insiders I'm your host Katie boso and welcome to this episode of partner POV brought to you by hack the Box let's face it competition across the it reseller and managed Services markets is fierce building a brand and reputation takes time partnering with a vendor that will advocate for your business and accelerate your climb to the top with its own brand Equity makes a meaningful difference in the success of your business hack the box is here to help ignite that Journey for you I'd now like to welcome my guest today director of Channel sales at hack the Box Lisa Pig graso welcome Lisa thanks Katie I'm excited to be here I'm a huge fan of Channel Insider and just um love watching the different episodes and I'm excited to be a part of today's episode thanks for having me oh my gosh thank you so much for being here and we such a fan of you and so excited to talk about hack the box today so we know hack the box for its platform that offers a gamified approach to training and upskilling cyber Security Professionals when you talk to potential Partners how do you explain the value prop of hack the Box in addition to your Solutions so first let's talk about our Solutions whether you're specializing team members sharpening specific techniques training up your junior staff or just looking to really uh recruit skilled cyber security Talent we have all the solutions for you our Solutions are customizable we're able to train the customers into the specific needs with cyber threats changing all the time we are prepared an upto-date our content all the time so you know it it's a great place for folks to come you know and from a partner perspective you can add hack the box to any one of your solutions that you're presenting to your end customers so that's that's a real value add so you could sell us independently you can add us on we're good for Standalone we're good as an addition whatever you're selling we can help very versatile and I want to build on that topic about your partners how does partnering with hack the boox your partners businesses through brand awareness I mean hack the box is no small brand we've all heard of it so how are they able to capitalize on that awareness one of the great things about hack the box is that we are so well known within the industry I mean we have over three million um folks on our community platform we have over 250,000 people on our Discord so just by having all that brand awareness we help you as a partner elevate your brand by saying guess what we now are able to sell hack the Box hack the box is a partner of ours and you know people are just excited to be able to make a purchase from a partner of hack the box it really allows them to elevate their brand we add a lot to their Tech stack so it's exciting to be able to partner with many of these new partners that we're that we're bringing on board and speaking of those users let's talk about the logos that make up your roster let's talk about the folks who leverage hack the Box who makes up your customer base we are so fortunate that there's very few areas or industries that we don't touch we are in the financial industry we're in the healthc care industry we have a strong foothold in the federal Market in the sled Market in the retail Market in the manufacturing Market You Name It We Are there our products are applicable for any Market there is when we talk about some of our logos folks that are using hack the Box um Toyota is a great example and actually if folks want to go to our website they can see an actual case study from Toyota on our site talking about how they use hack the Box in addition we work with Home Depot we work with deoe we work with crowdstrike Norton lock um Seamans Bloomberg uh lots of huge logos under our you know under that that use utilize hack the box so we're we're excited about that we continue to face more and more cyber threats every day and having a train staff can help identify and stop these threat threats so companies are coming to us they are coming to us because they want to utilize our products for their staff so it's really a great win for the partner because they're probably going to get folks calling them wanting to utilize our products this is where I really want to go through a success story you mentioned some big logos there Toyota Home Depot seens so many can you walk me through a success story in which hack the Box brought a successful deal to a partner that may not have been able to have that opportunity without you sure sure absolutely one that comes to mind is Verizon Verizon was um a customer of ours and they were also a customer of one of our Distributors Shi so we had a relationship with them and Shi had a relationship with them we were working with the red team director at Verizon and they came to us we ended up going to Shi and said listen we're working with the red team they're interested in making a purchase they like to purchase through shi shi was like oh that's great we already work with them but the exciting part about it was that they weren't necessarily working with that specific person within that division so what it did was it helped all three of us it helped Shi get into new doors within Verizon in new departments which they had not been into it allowed Verizon to make a seamless purchase through Shi because they were already a partner with them and it allowed hack the to be able to close a sale in a quicker amount of time than it would normally take than if we had to go through all the paperwork to work with a Verizon it also introduced us to new people at Verizon as well so for Shi and and for us we were able to kind of switch like who our contacts were and get you know more involved in each one so it was really a win-win and you know one of the other things was the sale was at the end of the year and so because how easy the transaction was was able to get everything all ready and set and deployed for the start of the new year for Verizon you know to have their folks start working with hack the box which was great so that was like a three-way win for everyone I love to hear that and it's interesting that you bring up Lisa how big these companies are that just because you have it in with one team doesn't mean you know how to break into another one Speaking of which Shi big name big partner out there in the channel we've all heard of them what does that say about hack the box that these are the large partners that you partner with so yes Shi is a huge name we're proud and thrilled to be working with them we also work with Guido we work with Uki we work with kerasoft we work with opto we've work with a lot of bigname Partners I think one of the things that comes to mind when we you know talk about working with them is that obviously our product adds value people want our products we're not this huge company we're on the smaller side but yet these large Partners want to work with us us because they see the value and they're getting the interest from the enduser customers which is important because if they weren't seeing the ability to have transactions you know with hack the Box they probably wouldn't be as excited to work with us but they are excited to work with us and we're forming really great relations with them so let's also talk about those smaller solution providers how do you help them grow and gain market share as a hack the Box partner the thing we like about the small solution pror we love our big Partners um you know they're are bread and butter but we we do like working with the smaller partners because a lot of times they're very Niche oriented they're very relationship oriented so a lot of times even though your Shi or or or your bigger folks um works with some of these larger custas these little folks have a stronghold in a certain you know n area that they have built a relationship with they have a trust with that they're working with that allows them to be able to go in and present hack the Box you know we recently rolled out a new partner program this past year we saw a great need to create the program and this program benefits not only the larger partner but the smaller partner as well so folks are coming in um at the ground level helping us roll out the program helping us shape the program it's kind of a winwin for both the bigger and the smaller partner so we're excited about that we're gaining great momentum in the channel we're growing we're devoting and adding resources from the hack the box side to the channel we just recently hired a sales manager now covers ramea APAC and meta Regents we now have a devoted marketing resource for the Channel all things that are you know helping build the channel so we're excited about that I love that you brought up the new partner program and we are going to talk about that in just a minute but I also want to highlight honestly the third and probably most important part of this triangle the customers how do closing deals through the it Channel ultimately help the end user customers benefiting from the solutions that they get from hack the box so I think one of one of the great things about utilizing a partner is the ease of going from po to deployment as I said we work with a lot of federal customers sled customers um a lot of those folks have a lot of paperwork that's involved in order to do business with them so by utilizing a partner that kind of takes out that step where you know the End customer can say okay this is my preferred reseller this is who we have to use everything's in place they cut the PO and then the next thing you know it's deployed and everyone's up and running with hack the Box Partners offer many benefits um to to the their end customers um you know it's kind of some some of their One-Stop shopping they purchase you know everything from that specific partner they have a go-to partner so it's great now you mentioned it earlier hack the box of course just launched its Global partner program this year congratulations on that I'm sure it's sure it's anything but a boring time over at the hack the Box headquarters right now so how how does this very young age of that program open the door to new opportunities for your channel Partners what kinds of possibilities can they expect by being some of the first ones through the door so with our Channel program um we've design designed and designated different tier levels for partners to participate in we have rolled out a new PRM for our customers which will allow them to be able to go in and get training on hack the Box products whether it be simple sales training or more in-depth Technical Training um within within the partner portal so we're excited about that we are also offering a spith program um as part of our rollout for Q4 we are offering rebates to our partners for different levels and you know we're excited about that we are trying to um Encompass and be with our partners um to offer as much value as as we can you know in addition to our great product for being a hack the boox partner as well Lisa in your own words what's the best part about working with your hack the boox channel Partners I love working with our Channel Partners that's how I spend my day I mean I I'm I work internally with our sales teams and our reps and our marketing and you know all across hack the box but at the end of the day I spent a lot of my time working with the partners um and we have a great group of Partners and they truly are an extension of hack the Box um and so so we do our best to make sure that they have everything that they need in order to best represent hack the Box we bring deals to the partners the partners bring deals to us it's a win-win for both and we appreciate what each other does a win for us is a win for a partner when it goes through a partner so yeah we love our partners final question today Lisa where can solution providers go to learn more about becoming a hack the boox channel partner so that you can say wonderful things about them too sure well of course I invite everybody to go to the hack the boox website to learn more about hack the Box um you can go to partners.com you can also find that um link on our website which will take you directly to um a a little box that comes to me you'll ultimately get to to me and our Channel team and um feel free to reach out on LinkedIn directly to me be happy to have a conversation um discuss our program talk about hack the Box we would love to have new partners join us love to hear it Lisa thank you so much for your time today it's been such a pleasure getting to talk to you great thanks it's been great being here appreciate it and thank you at home for joining us for more episodes of partner POV check out channel insider.com once again I'm Katy boso and I'll see you next time

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