Trellix Channel Chief Shares How to Build a Services Practice with XDR

Under a service known as Playbook Editor, Trellix partners can automatically investigate threats and apply patches.

Extended detection and response (XDR) has opened new opportunities for managed service providers thanks to the collected data available on the platform. CRNtv discussed the topic with Trellix Channel Chief Britt Norwood.

“Under a service known as Playbook Editor, partners can automatically investigate threats and then apply the proper patches to that environment,” said Norwood, SVP of Channel and Commercial Sales at Trellix. “We see that as a very ongoing, services-rich oriented environment that allows a partner to not just sell a product but develop a whole entire services practice around it.”

Trellix is a company nine months in the making, formed through the merger of McAfee Enterprise and FireEye. XDR is the focal point of its business, an emerging technology combines prevention, detection, and response into one platform, leaning on machine learning and automation to remediate attacks in real time. Trellix’s solution has the capability to connect over 650 solutions from vendors and partners.
“We can put them all together and we can normalize that data and then bring what‘s really unique to us, which is the threat intelligence that we’re able to collect over this grand history of these two companies and apply those two things together to narrow down all those logs and alerts into the things that truly matter to the customer,” said Norwood.

Using that data, partners can deliver outcomes that they know their customers need, especially in a market challenged by labor shortages.

“All our clients have the same issue. How do you find the resources that you need? How do you find the people? How do you keep them happy? How do you keep them motivated? How do you keep them employed with you? And a lot of clients are turning to people like Trellix to look for solutions that are more platform focused, that can provide a lot more solutions,” said Debbie Gannaway, principal at DG Technology Consulting and a Trellix partner.

For more coverage on Trellix’s XDR solution and its partner program, watch CRNtv’s video.