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Carbon Black CEO: MSSP Partner Momentum Accelerates

Carbon Black CEO Patrick Morley shifts to GM,
Carbon Black CEO Patrick Morley

Carbon Black's revenues jumped 35 percent to $48.4 million in the first quarter of 2018 -- propelled by strong momentum with MSSPs, distributors and technology partners like IBM and VMware, CEO Patrick Morley says.

Partners influenced more than 90 percent of Carbon Black's business during the quarter, Morley noted in an earnings call yesterday. It was the company's first earnings report since launching an IPO (initial public offering) earlier this year.

The company's partner lineup includes three types of organizations:

  1. Large distributors such as CDW and Arrow.
  2. Managed Security Service Providers (MSSPs) and incident response firms like SecureWorks and Kroll. Those firms leveraged Carbon Black for 374 incident response engagements last year.
  3. Technology partners such as VMware and IBM.

VMware, IBM Cybersecurity Relationships: A Closer Look

The VMware and IBM relationships sound like they're thriving.

For example: During the quarter, Carbon Black launched Cb Defense for VMware -- which safeguards software-defined data centers. "VMware has 500,000 customers running 60 million VMs or virtual machines of which only a small percentage have a dedicated endpoint security product installed," Morley said during an earnings call. "We developed this product together with VMware and have joint go-to-market efforts underway."

Another key development to note involves VMware App Defense, Morley said. "It's really the first time to be able to provide additional capabilities for software-defined data center teams, visibility into inside of what's happening inside of that virtualized environment," he said.

Meanwhile, Carbon Black also expanded its IBM Security relationship -- integrating Predictive Security Cloud with IBM's X-Force Threat Management services. New integrations between Cb Defense and IBM Securities' QRadar and BigFix products also surfaced, he noted.

Competition on the Horizon?

Rivals are striving to take market share from the fast-growing company. Earlier this week, CounterTack acquired GoSecure -- claiming the deal would propel the combined company ahead of Carbon Black and CrowdStrike. (Neither Carbon Black nor CrowdStrike replied to our request for a response comment.)

Looking ahead, Carbon Black is expected to have a strong presence at the Black Hat USA 2018 conference in Las Vegas this August. We'll be sure to pinpoint the company's key moves at the conference.

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.