Solution Insider: Trustwave Edition

Enable your clients to conduct business securely.

Trustwave is a recognized global cyber defender that stops cyber threats daily, enabling its clients to conduct their business securely. Trustwave’s mission is to detect threats that others can’t see, allowing them to respond quickly and protect clients from the devastating impact of cyberattacks.

We caught up with Garrett Gee, vice president of Indirect Channels and Alliances at Trustwave, to better understand how it operates and why cybersecurity industry analysts recognize its solutions as among the best in the cybersecurity market.

Q: Who is your ideal customer?

A: Our target customers are typically medium to large enterprises. These customers often handle sensitive data and face complex regulatory requirements. Our products and services can help companies with limited security capabilities or large, in-house security teams. Our goal is to be ready to provide security services and solutions to any organization.

Q: Who is the key decision maker, the best “persona” to target at these companies, and why do they need your solution?

A: Our target audience is the CISO/CIO, IT Director, Security Operations Center Manager, or Security Director. Our solutions appeal to CISOs because they improve security and can help meet their budget and compliance requirements. IT Directors appreciate how our solutions keep their business operations running in a secure, compliant, and scalable manner. We emphasize our efficient use of time and human resources and limit false positive nuisances, which can reduce productivity.

SOC Directors are focused on staffing or the lack of it, so we emphasize how adding Trustwave removes this problem for the client as we handle or backstop their staff with our expert staff.

Q: What does your company do best?

A: We are a cybersecurity-industry analyst recognized leader in managed detection and response (“MDR”), worked security services (“MSS”), consulting and professional services, database security, and email security.

For example, Frost & Sullivan recognized us with its 2023 Company of the Year Award. The analyst firm acknowledged that our solution was best-in-class for Managed and Professional Security services in the Americas. Gartner® named us as a Representative Vendor in its 2023 Market Guide for Managed Detection and Response Services, which makes us the only pure-play security services provider listed in the Gartner Managed Security Service, Managed-SIEM, DFIR, and MDR Market Guides. And we’re just getting started. For more examples, check out this page to see all of our accolades.

Don’t forget that Trustwave SpiderLabs is a global CREST-certified organization for Penetration Testing and Simulated Target Attack & Response (“STAR”) Penetration Testing.

Q: What business challenges does your company solve for users?

A: Every business is concerned about its bottom line. We maximizes a client’s cyber investment with faster onboarding, about ten days, generating a quicker time to value. We use the correct tools, do not duplicate services or solutions, and support a client’s current security stack so that investment is well spent.

Our industry-recognized Fusion Platform interface enables our team to respond better and faster to a cyber incident. It gives the client complete transparency into their defensive posture and how our solution responds to any issue using the agreed-upon predefined response rules of engagement.
We also future-proof the client’s security by being scalable and having partnerships with leading cybersecurity vendors to provide best-in-breed security offerings. The Fusion Platform integrates with key security platforms in the market and is built to adapt to future threats.

Q: What are the best market stats demonstrating your product’s demand?

A: The first is found in the 2023 Market Guide for MDR Response Services, which noted that by 2025, 60 percent of organizations will be actively using remote threat disruption and containment capabilities delivered directly by MDR providers, up from 30 percent today.

Additionally, in the 2023 Frost Radar: Americas Managed and Professional Security Services report: Frost expects the MSSP market to rise 11.6 percent CAGR from 2022 to 2025, increasing to $19.3 billion.

Q: What industry/vertical represents the hottest opportunity for a sale at the moment and why?

A: While we are genuinely cross-industry since every industry is susceptible to a breach or cyber-attack, our top verticals are retail, finance, healthcare, and government.

A case study referencing the value of using Trustwave MDR to stop malware before a compromise occurs can be found here: How Augmedix Uses Trustwave MDR to Protect Vital Personal Healthcare Information. Our services to Augmedix and other healthcare clients help protect data and defend against potentially violating HIPAA regulations and associated fines.

Q: What’s the best way for our sales partners to engage with you through Intelisys?

A: There are several paths; click whichever works best for you.

Myintelisys Portal
Trustwave PartnerOne Portal: Deal Registration, Sales Enablement Tools, Co-Marketing Material, MDF Requests, Sales Assets

Ken Mills

President

Ken Mills serves as President of Intelisys and is committed to driving growth for Intelisys and our partners. As a distinguished technology executive with over two decades of experience, Ken has previously held leadership roles at EPIC iO, Dell Technologies and Cisco, and served as a fellow with the U.S. Department of State. His strategic mindset has been an integral part of launching innovative products and solutions in the fields of AI, IoT, and 5G. Ken is driven by his curiosity and passion for groundbreaking technology and complex problems, and constantly explores new frontiers in the world of technology.

Monica Lutes

Manager, People & Culture, ScanSource, Inc. and Intelisys

As Manager, People & Culture, Monica has worked closely with Intelisys employees and leaders since 2018 and has worked with ScanSource companies since 2016. A Human Resources professional with 11 years of experience encompassing all areas of HR, especially employee relations, recruiting, compliance, and training, Monica approaches her role as Manager, People & Culture from a consultative perspective. Her goal is to provide advice and guidance to leaders so they can focus on growing the best teams for the business while also supporting employees’ goals.

Ansley Hoke

SVP Marketing, ScanSource, Inc. and Intelisys

Ansley Hoke is the Senior Vice President of Marketing at ScanSource, Inc., a role she has held since 2019, and extended her leadership to include Intelisys in 2023. She joined the company in 2001, serving in merchandising leadership roles for ScanSource POS and Barcode, including acting Vice President of Merchandising and then later VP of Merchandising for ScanSource Catalyst and overall VP of ScanSource Catalyst. She oversaw sales, supplier relations, and services. Known for her pivotal role in creating effective marketing strategies, Ansley has been integral in driving demand, enhancing partner programs, and significantly contributing to the company’s revenue growth and channel relationships.

Mike Baur

CEO of ScanSource, Inc. and Interim President of Intelisys

Mike Baur serves as Chairman and Chief Executive Officer at ScanSource. Mike has served as the Company’s President or CEO since its inception, as a director since December 1995, and as Chairman of the Board since February 2019. Mike has developed a deep institutional knowledge and perspective regarding ScanSource’s strengths, challenges and opportunities. He has more than 30 years of experience in the IT industry, having served in various leadership and senior management roles in the technology and distribution industries before joining ScanSource. Mike brings strong leadership, entrepreneurial, business building and development skills and experience to the Board.

Stephanie Bouras

Regional Vice President, Southeast

Driven by a partner-first philosophy and a passion for innovation, Bouras embodies a leadership style that’s both compassionate and data-driven. As the Regional Vice President, Southeast, at Intelisys, she’s leveraged her extensive marketing and sales experience to propel her team to new heights. A firm believer in aligning herself with her partners, she sees herself as a collaborator and an integral part of their business. This perspective has allowed her to forge deep connections and drive success. A Florida native, Stephanie’s attention to detail and unwavering commitment to her partners have been key factors in her success.

Michael Raspanti

Regional Vice President, Northeast

Michael joined Intelisys in June of 2020, as a long-time channel veteran. He is responsible for leading the Northeast Region, helping continue the tremendous momentum in one of our strongest markets while also recruiting new up and coming partners that will be the growth engine of our future success.

Kristy Thomas

Vice President, Partner Experience and Enablement

Thomas is responsible for Sales Partner enablement and education for all our technology segments, including CX, managed security, mobility, and connectivity. With over 20 years of executive background in telephony, UCaaS, CCaaS and Cloud services, Kristy enables her customers to think broader and deeper as she guides them through their decision journey. Some of the biggest deals in the channel have become a reality thanks to the expertise and humble excellence Kristy brings to her client’s projects.