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Qualys CEO: New Generation of MSSPs Emerging for SMB Customers


Qualys sees a new generation of MSSP emerging to address the security needs of small and mid-sized customers with hybrid environments, CEO Philippe Courtot told Wall Street analysts during the company's Q2 2019 earnings call on July 31.

Philippe Courtot, CEO, Qualys
Qualys CEO Philippe Courtot

To drive home the point, Courtot mentioned Coalfire Systems -- a cybersecurity assessment and advisory services that leverages Qualys vulnerability management and continuous monitoring capabilities.

Eager to win even more business with MSSPs and end-customers, Qualys will demonstrate a range of new innovations at the Black Hat USA 2019 conference next week in Las Vegas. The effort will include a forthcoming data lake solution, Courtot hinted during the call, before adding:

"We believe we have a unique advantage in this large market, because we already collect, enrich, normalize and correlate trillions of data points across on-premises, cloud, and soon mobile, OT and IoT environments, and I should say, now mobile and OT and IoT environments."

Qualys: MSSPs and Overall Partner Strategy

Courtot frequently mentions channel partner strategies during earnings calls -- referring to the overall partner effort in November 2018. He also claimed that the company has relationships with all of the world's major global MSSPs during a call back in May 2017.

Fast forward to present day, and it sounds like Qualys is extending down to MSSPs in the SMB sector. One area of opportunity for those MSSPs: A free Qualys Global IT Asset Inventory service that supports end-customer networks of all sizes -- including small businesses who don't have enough IT workers to catalog what's running on a network, he noted.

The overall Qualys business looks healthy heading into the Black Hat conference. The company's financial results for the second quarter of 2019 included:

  • Revenues of $78.9 million, up 16 percent from $68.2 million for the corresponding quarter of 2018.
  • Net income of $16.2 million, up from $10.3 million in the corresponding quarterly of 2018.

The results generally beat Wall Street's expectations but Qualys stock slipped about 4.5 percent after hours amid concerns that some security stocks may be overheated.

Joe Panettieri

Joe Panettieri is co-founder & editorial director of MSSP Alert and ChannelE2E, the two leading news & analysis sites for managed service providers in the cybersecurity market.