Channel partner programs, Content, Security Program Controls/Technologies, MSSP, XDR

BlackBerry Sharpens MSSP Partner Focus, Enhances Channel Partner Program

BlackBerry has upgraded the BlackBerry Partner Program to help MSSPs deliver managed eXtended detection and response (XDR) services to small and medium-sized businesses (SMBs), according to a prepared statement.

The program upgrades include:

  • New Products and Services: MSSPs can integrate CylanceGUARD, CylancePERSONA and CylanceGATEWAY into their managed security services and use these solutions to secure customer environments.
  • More Support: BlackBerry has increased the size of its channel team and doubled employee headcount in partner management, customer success, channel enablement and other roles.
  • New Seller Compensation: BlackBerry now provides seller compensation on MSSP deals.
  • Additional Training: New BlackBerry Cyber Security Administrator (BCSA) technical training is available that MSSPs can use to teach their employees how to configure, manage and troubleshoot BlackBerry unified endpoint security (UES) products.
  • New Marketing Incentives: BlackBerry has expanded its "Protect and Earn" partner incentive program and provides MSSPs with cash-based rewards based on a qualifying closed deal's total contract value.
  • New Pricing: BlackBerry is offering flexible licensing and pricing options to MSSPs.
  • Additional Business Development Support: MSSPs can access demand generation and sales support, proposal-based marketing funds, case studies and other tools and resources to drive business development.

BlackBerry's top 20 MSSPs have grown more than 50 percent year over year, and the company is "doubling down" and increasing its focus on its MSSP partners, VP of Global Channel Sales Colleen McMillan said. As such, BlackBerry looks poised to further extend its managed security services market reach in the near future.

BlackBerry's MSSP partners can use the company's Secure Platform to deliver XDR services to SMBs, the company indicated. In doing so, they could capitalize on a rapidly expanding global XDR services market that is expected to grow from nearly $22.5 billion in 2020 to $77 billion by 2030, according to industry analyst Allied Market Research.

Meanwhile, BlackBerry will continue to search for ways to bolster its channel partner program. The company also may look to promote its Cylance brand to MSSPs and other channel partners.

The BlackBerry developments surface amid growing competition to engage and support security-minded MSPs and MSSPs. Indeed, both CrowdStrike and SentinelOne have growing momentum with IT service providers. And numerous MDR, EDR and XDR companies now specifically engage MSPs and MSSPs to reach SMB customers.

Dan Kobialka

Dan Kobialka is senior contributing editor, MSSP Alert and ChannelE2E. He covers IT security, IT service provider business strategies and partner programs. Dan holds a M.A. in Print and Multimedia Journalism from Emerson College and a B.A. in English from Bridgewater State University. In his free time, Dan enjoys jogging, traveling, playing sports, touring breweries and watching football.