ForeScout Links Up With Consultant Partner In Latest IoT Security Channel Charge

A partnership between ForeScout Technologies and consulting firm IPM is the latest example of how ForeScout is doubling down on the Internet of Things with its channel partners, a ForeScout executive said.

As part of the partnership, announced Tuesday, ​New York-based IPM will be able to sell ForeScout’s solutions – including ForeScout CounterACT and ForeScout Extended Modules – that provide an agent-less visibility security solution for connected devices on a company’s network.

Todd DeBell, vice president of worldwide channel sales at ForeScout, said IPM is a good example of a partner that's well positioned to tap into the ’huge opportunity’ around Internet of Things security.

[Related: CRN Exclusive: ForeScout Names Former FireMon Exec As New Worldwide Channel Chief]

’We’re looking for partners that have some of that background. They have the skills to come in as a consultant and help us manage some of these IoT environments and help us get to some of those strategic end users,’ he said.

Using ForeScout’s technology, IPM said it can now double down on securing the growing number of Internet of Things devices, delivering visibility solutions that empower organizations to "see" devices the instant they're connected to the network.

For instance, IPM -- named to CRN's Tech Elite 250 list in 2015 -- can now work closely with enterprise customers to help them discover IoT devices, servers, routers and access points; enforce network access based on user, device and policy; and find and fix vulnerabilities on managed and unmanaged endpoints.

"ForeScout has developed an innovative suite of solutions to enable enterprises to truly get a hold of the growing waves of devices that proliferate their networks -- from notebooks, smartphones and tablets to Internet of Things devices of all shapes and sizes," said Adam Bari, managing director at IPM, in a statement. "Through solutions that 'see,' 'control,' and 'orchestrate' these devices, ForeScout enables us to deliver solutions that assure system-wide security and risk prevention."

Over the past year, ForeScout has been growing in ’double digits’ as it has delivered security solutions to more than 2,000 customers globally, DeBell said. In October, ForeScout announced it was teaming up with Intel Security to better secure the Internet of Things and BYOD landscape, as well as help partners extend their value with customers without deploying additional technology.

The need for security around IoT is significant, particularly as the number of devices connected to the network continues to grow. Research firm Gartner predicts the number of connected devices globally will reach 20.8 billion in 2020.

And the advent of IoT will continue to provide opportunities for both the vendor and its partners, said DeBell, who joined the company as its new top channel executive in July.

’The space itself is growing significantly. The amount of [connected] devices we have today, versus the amount that will be around in five years, is significant,’ he said. ’We’re having a really good run on the channel side where partners are excited to bring us in … The IoT segment is an underserved part of the security market, and it gives partners an opportunity, and us great opportunity to continue our growth.’