New @eSentire CEO @KerryBailey wants to double the share of business his company is doing through the channel and establish tight bonds with 25 service-oriented "super VARs." The former @Hewlett Packard Enterprise global channel chief is hoping to drive the fast-growing managed detection and response vendor's revenues to the $1 billion mark in three to four years. Part of that expansion might come from acquisitions that boost eSentire's technical capabilities or bring the company into new geographies, Bailey said. "We're doing security the new way," Bailey told CRN. "It's not strapped to legacy technology. It's not strapped to traditional IT." [Related: HPE Internal Memo: GE Digital Channel Exec Samuels To Lead Worldwide Indirect Sales Organization] Just 28 percent of eSentire's business went through partners in the second half of 2017. Central to eSentire's channel push will be focusing the company on "super VARs," which Bailey defines as solution providers with capabilities around security, at least $50 million in sales, and more than half of their revenue coming from services. "Super VARs" make up a very small percentage of eSentire's channel community today, but Bailey hopes to have 25 of them around the world in short order. "Super VARs" will be a vital part of eSentire's channel strategy since they understand the cloud journey and have the trust of their customers to move them toward a hybrid environment.
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