XDR vendor Trellix adds new sales play capabilities for partners as company continues to grow partner momentum

Trellix has introduced their first set of sales plays to be used around their XDR capabilities, which will let partners do health checks and predictive analytics for customers.

Britt Norwood, Trellix’s Global Channel Chief

In January, Trellix became the first of two companies to be spun out of Symphony Technology Group, out of the assets Symphony had earlier acquired from McAfee and FireEye. Trellix is focused on the XDR [extended detection and response] area, which collects and analyzes data from the cloud workload, email, endpoint, network and server layers. Trellix was followed by Skyhigh Security, which got the EDR [Extended Detection and Response] assets from Symphony. Now Trellix is showing strong momentum on the partner front, and has added the first set of what will be an ongoing series of sales plays for partners to use.

“We see the XDR market as a massive growth opportunity for us,” said Britt Norwood, Trellix’s Global Channel Chief. “Gartner says that only 5% of this market is being served today. However they see a major explosion of growth coming, with up to 50% market penetration over the next three to four years.”

From its very inception, Trellix was designed to be channel first and channel led, so the company’s restatement of its channel-centricity isn’t exactly news.  Trellix has, however, made some refinements to their channel policies, as they build them out, in order to invest and work more with their most committed partners.

“We want to work with partners who are really investing with us,” Norwood indicated. “For this, we are investing in our first set of sales plays – marketing, and educational elements that partners can use around Trellix and XDR. It will enable partners to do health checks, and they can also now introduce Insights, predictive analytics which are a real positive for customers.

“These sales plays will be a major plus for us as we add partners,” Norwood stated.

Norwood also emphasized that Trellix has shown strong momentum in building out their XDR partnerships. At their Xpand Digital event in late April, which was specifically designed to highlight Trellix’s approach to the XDR market, the company announced 16 new vendor integrations, including Zscaler, Cofense, Tenable, Dell, Illumio, VMware and Fortinet. This brings Trellix up to a total of 620 third-party integrations, which generated over 1 trillion events in 2022. Trellix also announced new strategic partnerships with RSA SecurID, Allied Telesis, Bullwall, Knowbe4, Entrust, SecureCo, Devo, Fluency, Votiro, and GetVisibility to its Security Innovation Alliance [SIA] technology partner ecosystem.

“All these sensors and integrations, executed through a system of open API, let incidents be resolved faster” Norwood said.

Finally, at this year’s RSA Conference, which is June 6 – 9 in San Francisco, which the company has slated as a major coming-out event for itself, Trellix CEO Bryan Palma will provide a keynote presentation, “Soulless to Soulful: Security’s Chance to Save Tech,” on Tuesday, June 7, at 10:50 a.m. Palma will address the cybersecurity talent shortage and how this dynamic creates an opportunity for the security industry to become a talent importer.