In the last few years a handful of heavyweight technology companies have experimented with triangulation -- a sales model that dispels rivalries and mixes products and services from two vendors to present an exponential solution to a customer. While it has worked in more than one instance, many of those arrangements have bypassed channel partners by design.
Triangulation is more than a collaboration, not in the sense that the involved companies work together but that the resulting solution, intended to well exceed the sum of its parts, is directed at a particular customer type. Who stands to win in the end are, of course, those customers, as well they should. Still, could the yield be improved by engaging a partner's expertise, say in cyber security an alignment that ties together a managed services provider (MSP), a managed security services platform supplier and a specific set of customer targets?
We’re going to find out. Spinnaker Support, a third-party support/MSP for Oracle and SAP deployments, and Alert Logic, a security-as-a-service (SECaaS) specialist, are cultivating that novel approach. Leveraging Alert’s platform, Spinnaker is effectively operating as a managed security support provider (MSSP) for its Oracle and SAP customers.
Managed Security Services for Oracle, SAP Software Stacks
The plan, said Spinnaker, is to add heft to its security and vulnerability management solutions to protect clients from attacks to network components, operating systems, databases and application layers.
Spinnaker's offering, which combines its security expertise, ISO-certified processes and Alert’s tools, enables the company to position itself as the first third-party support provider to offer full-stack security protection to Oracle and SAP enterprises. With Alert Logic in tow, Spinnaker said its security tools and technologies address web and server-based threats such as injection attacks, cross site scripting, command and control and other Open Web Application Security Project (OWASP)-recognized threats.
The move extends beyond a particular application or database, according to Spinnaker.
"Our customers and prospects have been seeking a robust solution that integrates third-party software support with full stack security management," said Matt Stava, Spinnaker CEO. "We've been delivering security advisory services as a standard component of our third-party support for several years, and adding these new capabilities gives us a far superior solution compared to the competition's database-only security support,” he said.
Spinnaker said its compliance expertise, which includes PCI DSS, HIPAA, NERC, CJIS, NIST, SOX COBIT, GLBA, notably also features the GDPR framework to secure data privacy laws across Europe. It operates eight international support centers and specializes in data security, infrastructure and network security, and privacy and security regulations and standards. The company said its holistic security processes are centered on no single control preventing all threats from impacting a business or public sector entity.