Telarus enlists leading cybersecurity practice, Signs Nord Security
[Leading partners] I decided, “I don’t care if I run another circuit in my life,” said David Nuti.
Telarus hired an official leader for its cybersecurity division and signed a security provider.
Jason Stein joined Solutions Brokerage as Vice President of Advanced Cyber Security Solutions. The new role will see him supporting channel partners in the design and sale of cybersecurity solutions.
The cybersecurity practice existed before Stein joined Telarus, but the Utah-based company has spent a lot of time looking for the right candidate. Bice cloud chairman Koby Phillips has overseen the practice in the meantime. Telarus reports that the cybersecurity division has seen double-digit growth.
Stein is from Ntirety, where he worked as vice president of channel sales for North America. He also played the same role for Kaspersky. Prior to his stints with cybersecurity vendors, he also worked for Tier 4 Advisors, Effortless Office, PSI Network and Unitas Global. He also has a background in telecommunications, having worked for XO Communications, T-Mobile and TW Telecom.
“In Jason, we found the perfect fit – both in culture and in knowledge. We’ve known Jason for years and I’m delighted to have him on the Advanced Solutions team, ”said Dan Foster, CRO at Telarus. “Jason will be instrumental in continuing the growth in cybersecurity that we have already seen this year. “
Telarus also recently added Nord Security to its line card. Nord relies on the channel to market its NordPass, NordLocker and NordVPN offers in North America.
Nord Security signed its first solutions brokerage agreement with Avant in the fall. David Nuti, who previously ran the Open Systems channel, said he approached direct-to-client partners (sub-agents) before contacting brokerage firms. He said channel partners have shown a major appetite for the cloud-native, zero-trust SASE network access solution. This is due to the solution being deployed in three minutes as a software client and operating in a subscription model.
“I already know it’s going to land, land fast and land big. Because it’s like a Zoom / UCaaS type sales model in categories that typically have one-year sales cycles, ”Nuti told Channel Futures.
Nuti also emphasized the simplicity of the solution. He said that historically only about 5% of agents knew how to deliver advanced and on-time cybersecurity offerings.
“The channel has struggled with security categories due to the inherited complexity that comes with it. I learned that head-on. When I hired the channel, very few partners were ahead of these conversations, ”Nuti said.
However, Nuti said the top performing partners are looking to cybersecurity as one of their main differentiators going forward. Take Opkalla, for example, which has relied on cybersecurity and the cloud to find growth amid the pandemic.
“Those who really lean on it, they decided, ‘I don’t care if I run another circuit in my life. I want to do cloud hosting and security and smart routing. This is where my business is going to be. Do not try to slide the cable circuits on the side of a building and wait for the site surveys. Space veterans saw this was a necessary evil and something they would do, but they won’t push or grow their business on it anymore, ”Nuti said.
Telarus has also signed a partnership with customer service platform provider Gladly.