IronNet Cybersecurity, which leverages network traffic analysis for network threat detection, recently launched a channel partner program led by Forcepoint, NSS Labs and Symantec veteran Garrett Jones.
IronNet is an up-and-comer in the cybersecurity market. The company, founded in 2014, now has 200-plus employees and safeguards five of the 10 largest U.S. energy and utilities companies.
Venture capitalists are betting heavily on the business. To wit, IronNet in May 2018 raised $78 million in Series B funding led by C5 Capital, and joined by existing investors ForgePoint Capital (formerly known as Trident Capital Cybersecurity) and Kleiner Perkins.
So what attracted Jones to IronNet in August 2019? And what are the company's key partner priorities? Jones shares some perspectives in this ChannelE2E interview, conducted over email.
ChannelE2E: How did you learn about the opportunity at IronNet?
Jones: I worked with Bill Welch (co-CEO) and Sean Foster (CRO) during my time running Global Channel with Symantec. These guys know the value of the channel and are extremely supportive.
ChannelE2E: What attracted you to the company?
Jones: The leadership team that has been assembled is impressive. The vision is an absolute game changer, but seeing how mission-oriented the team is sold me on the belief that the team will realize the vision. I spent a lot of time evaluating the company and the technology, and visiting HQ multiple times during my visit. One of those trips was over Memorial Day weekend, and I brought my family to visit some local friends. The IronNet team found out where I was staying for the weekend and delivered gourmet cupcakes and other goodies to my hotel. After that, my kids put a lot of pressure on me to join the company.
ChannelE2E: What are your key priorities for the first 90 days on the job?
Jones: A personal deep dive into the technology. I want to understand the offering inside and out to ensure we can offer clear value and differentiation to our partners. Additionally, I will meet with every partner and understand what we can do to better support and make them successful.
ChannelE2E: What are your longer-term priorities, particularly as they pertain to partners?
Jones: I want to bring partners under the tent and make sure they feel like a part of the team and help drive our direction. This will be a reflection of true partnering.
ChannelE2E: Are there particular types of partners that you’re seeking to engage?
Jones: IronNet goes to market by vertical, as IronNet’s collective defense provides benefits as customers across a common sector join. Partners that have a strong presence in a given vertical will realize that value. Partners that have a Detection and Response practice and prioritize hunt and superior detection will see the value of IronNet.
ChannelE2E: So it sounds like you're looking for very specialized types of partners.
Jones: We are not looking to partner with everyone. We plan to go very deep with a limited number of partners and offer something that is truly differentiated for our joint customers.
