News in the Channel - issue #19

TANIUM

approached us asking about how they could get early access to it because they want to start building offerings and capabilities around those. Customers too are excited, and they want to get their hands on it as soon as possible. “Prospective partners and customers have also been intrigued as to how our products are progressing.” New channel partner The UK stop on the World Tour is just part of Tanium’s plans to grow its presence in the UK in the coming years. With an aggressive growth strategy planned for the UK, to this end, Tanium has recently announced a new channel partner in the UK, e92plus, adding to the company’s existing relationship with Exclusive Networks. “This new partnership came about because we’re growing so fast in the UK, so we needed to expand our network,” says Tony. He adds that Tanium is targeting customers across the spectrum with its XEM solutions, from small to mid-market and large corporates. “We are going to need additional distribution partners to help us with that market,” Tony says. “I met with the CEO and head of sales at e92plus while I was in the UK to discuss how we want to move forward and they’re super excited and are ramping up their training as E92plus is not just a distributor, they also provide services. We’re super excited about that partnership and have high hopes for it.” Market strategy As mentioned, Tanium is ramping up its growth strategy in the UK and is targeting enterprise businesses and major accounts – those with 10,000 endpoints and above – and mid-market and commercial businesses, which have fewer than 10,000 endpoints, Tony says. “For larger customers, we are aggressively working with large GSIs, such as Kyndryl and Avanade, and we have strong partnerships with Microsoft and ServiceNow,” he says. “For mid-market and commercial sectors, Tanium has a strong partnership with CDW. We’re developing a joint go-to-market strategy, specifically for the UK, for the mid-market

segment with CDW currently.” Tanium’s partner ecosystem in the UK – and globally – involves distributors and resellers as well as DSIs and SIs, and a strong managed services partner (MSP) ecosystem. “A lot of partners are building managed services, specifically around security,” says Tony. “We have some strong MSPs, which have ServiceNow offerings that they’re adding Tanium into to complement that. “A good example of that is Plat4mation, a Dutch company with a presence across Europe with ServiceNow. They are adding Tanium into their offering and bringing it to the UK and the rest of continental Europe.” Unique position Understandably, Tony is confident about the future of Tanium in the UK. As the only XEM provider in the UK, it gives the company an advantage over other providers in the space. Tony is also confident about the potential for Tanium Guardian, a solution that highlights early threat information and the latest updates and identifies specific endpoints that may be compromised. Additionally, it provides pertinent security content and recommendations for threat mitigation. This was launched in November 2023 at that year’s Converge event. “We are still in the early stages for Guardian,” says Tony. “That shows some of the AI and automation features that we’re

Tanium’s partner ecosystem in the UK – and globally – involves distributors and resellers as well as DSIs and SIs, and a strong managed services partner (MSP) ecosystem. “

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