Corero Network Security PLC (LON:CNS) President Andrew Lloyd caught up with DirectorsTalk for an exclusive interview to discuss the expansion of their go-to-market partners & when they expect to see the first business from their latest partnership
Q1: You’ve just announced the expansion of your go-to-market partnerships for digital partnerships for digital enterprises, are go-to-market partners an important part of your strategy and why is that?
A1: They are an important part so our partners are important to us already and certainly as our plan for next year, 2018, unfolds an ever more important part. We are a modestly scaled business and as we grow our revenues we plan to decouple our revenue growth from the growth of our own people and one relatively straightforward way for us to do that is to make sure that our go-to-market partners effectively become our marketing and sales channel for us either into certain vertical markets or into, what are called, more distant geographic markets.
Q2: You didn’t name the particular partner but how will they help grow Corero Network Security revenue?
A2: We have a number of existing partners, some of whom we name, the one that I think you’re referring to is from an announcement that we made to the market last week. We will actually be naming them but it will be next month before we’re able to do that, there’s some associated marketing press work that needs to get launched.
They will help us because they are an existing player in the market, they already have a set of customers and they intend offering realtime DDos mitigation both to their existing customer base and their prospective customer base. They are a global business and so, again, just as we touched on before, they’re going to help us to be able to reach companies that Corero, at its existing scale, wouldn’t be able to reach direct.
Q3: When do you expect to see the first business from this partnership?
A3: Certainly, by plan, it’s business that Corero Network Security would see in the first half of 2018, that said, I’m actually hopeful that we may even get the first deal before the end of 2017.
