01732 759725 36 CYBER SECURITY over the human analysis layer of CybelAngel’s solution and deliver it as part of the SOC or analyst services that they already provide to customers. “We focus on where we are strong – we are a technology vendor; and they focus on where they are strong – service and delivery – and bundle that as part of their entire offer.” New channel programme launching this autumn As part of its channel-first approach, this autumn CybelAngel is launching a structured channel programme, the Horizon Profit Programme, which it tested in the Middle East over the summer and is now extending globally. This will coincide with a push to recruit more partners in the UK. “In the UK, we’re looking for a handful of partners that are aligned with our strategic goals – 3, 5, 7 very strategic partners that we can go to market with to approach the various customer segments, large enterprises and maybe MSSPs for smaller businesses, mid-size businesses who understand the value proposition of external attack surface management for less mature markets. We are not after volume, but the quality of the relationship.” New product launch on October 20 At the end of October, CybelAngel is adding external asset inventory capabilities to its external attack surface management suites that will be available to all customers from their CybelAngel platform, packaged using a good, better, best approach. “This gives customers a list of all the externally facing IPs, servers, websites, domains that they own that could be a possible threat. From there, we tell them what they should do to reduce their attack surface. Look at all the assets on the list; if it should be out there, make sure that you monitor it and if it shouldn’t be out there, make sure that you take it down.” Charaudeau adds that the expansion of CybelAngel’s platform is being introduced to meet customer demand and to enable CybelAngel to work directly with security operations teams. can start to lose visibility, you can start to lose control and will need to know what’s going on with your most strategic assets, your digital assets.” Strong growth forecast Market penetration rates for solutions like CybelAngel’s vary by company size and region. Camille Charaudeau says that according to Gartner, the average penetration rate for external attack surface management is somewhere between 8 to 10%. However, he points out that this is growing, with overall revenue for the EASM category forecast to rise 35% year over year to 2026. “CISOs in large organisations start out securing their internal network. They control that within their firewall, and that’s great because they see everything that’s happening there. But because the world has changed so much and information, workload and content now needs to traverse the firewall, it can’t stop there. So, as a CISO, you start equipping with antivirus, what we call EDR endpoint detection and response, and then you mature as an organisation and go and look at what’s outside. This is external attack surface management, which is where we play.” Channel-first route to market Over the last two years, CybelAngel has become very much a channel-first organisation. “Every time we work with a customer we want to understand their partner ecosystem and try to find a way to ease service delivery and use of the system through a partner. These can be managed services partners, managed detection and response partners or simply procurementtype partners involved in the later stages of the sales process. Almost half of our deals now are partner-led and our mindset moving forward is to be a channel-first organisation.” Charaudeau says that in Germany more than 80% of its business is now done through managed security service providers who are able to take “When you talk digital risk protection, the threats can come from everywhere, including the partner ecosystem and supply chain. If I tell you as the head of security that this partner of yours in Taiwan is leaking blueprints of your next R&D project, that is extremely valuable information. It has a tremendous business value, but you do not necessarily know who to call, who on the business side has a relationship with that specific supplier and how to take that down. So while it is extremely powerful from a business standpoint, the SOC team doesn’t do much with it. “At the same time our customers are asking ‘How can my SOC team leverage those alerts that you guys are sending?’. So we thought let’s start with the assets that the SOC team is using on a day to day basis, the ones they know. If they can see from there what is exposed, it will give them a direct way to act.” Charaudeau says this is different to what CybelAngel already provides. “When we scan the internet starting with keywords from our customers, we are looking at very distant stuff that you may not necessarily own – it could be owned by partners. With this, we start from your known IP addresses, what’s inside your perimeter, and from there we pivot from known assets to discovered, linked, unknown assets – that API endpoint, that admin centre, that marketplace that your own employee forgot about. This is the new evolution that we’re going to introduce and by associating the two approaches, we believe we’re going to provide the most comprehensive view on the external attack surface there is out there.” https://cybelangel.com ...continued
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