Q&A: FireEye CEO Mandia On His One-Year Anniversary, Partner Milestones And Work That’s Left To Do

One Year In

When Kevin Mandia took over as CEO of FireEye a year ago, the company was ready for a change. Over the past year, the company has rolled out new technology – including its Helix platform – and pushed to repair its damaged relationship with the channel. The ultimate goal, Mandia told CRN, is to get FireEye on a path away from its on-premises sandbox roots to a full-fledged, cloud-based security company. In an interview with CRN around the anniversary of his June 15 start date in the role, Mandia talked about what he feels the security vendor has accomplished in the past year, the changes it has made, and what work remains to be done. Take a look at what he had to say.


Tintri Files For $100M IPO, Lists Channel Partners As Part Of Growth Strategy

Tintri has officially filed for its IPO, saying Friday that it intends to raise $100 million as it looks to capitalize on the growing marketing for enterprise cloud offerings.

The Mountain View, Calif.-based company said it plans to list on the Nasdaq under “TNTR.” The company said it plans to price 8.7 million shares between $10.50 and $12.50, giving it a total market value of around $379 million.

In its S-1 filing with the Securities and Exchange Commission, Tintri said it intends to put the proceeds of the IPO toward general corporate purposes. Those purposes could include sales and marketing, engineering, technology development, and general and administrative expenses. Tintri said it could also look to use the capital for acquisition or investment to grow its technology, business and services.

[Related: 10 Companies To Watch In Cloud Security]

Tintri first announced its intention to file for an IPO in June, filing a registration statement with the SEC at that time.

The company was not required to provide full disclosure of its financial information, as it is deemed an “emerging growth company.” The company did reveal fiscal 2017 revenue of $97.3 million, up from $68.6 million in 2016. Tintri also posted a growing loss, with a $105.3 million loss in 2017 and a $100.3 million loss in 2016.

The company said in its filing that its technology is positioned to take advantage of the growing market for enterprise cloud offerings, specifically global virtualized x86 storage systems and software, a market research firm IDC expects to reach $37.4 billion by 2018. Tintri specializes in the development of virtual machine-aware storage offerings featuring both flash and hard disk capacity. The company differentiates itself with virtual machine-aware technology that looks at data from a virtual machine-centric point of view instead of at LUNs and volumes. This lets administrators manage the VMs rather than the details of the storage.

Tintri laid out a growth strategy in its S-1 filing that included further software innovation, expanding its customer base, increasing sales to current customers, adding new partnerships, and expanding into new markets. It said value-add channel partners are also a key part of its growth strategy and expects to “focus our efforts on supporting those partners offering cloud services, including infrastructure ‘stacks’ that include our solutions.”

In the lead-up to its IPO, Tintri raised a significant amount of venture capital funding, most recently raising $125 million in Series F funding in August 2015. The company has raised a total of $260 million in venture capital funding since it was founded in 2008.


Palo Alto Networks Execs: The Security Market Is Ripe For Disruption

In a market defined by disruption, Palo Alto Networks executives said the security market is ready for yet another shakeup.

“The vendor landscape is going to be totally different than what you use here today,” said Palo Alto Networks co-founder and CTO Nir Zuk. “We’re getting to a point where it’s just becoming very, very clear that we cannot keep going or keep going the current route we’re on in terms of investment in the industry.”

The signs that the market is ready for disruption are there, Zuk said in a keynote at Ignite 2017 in Vancouver, Canada, this week. Zuk pointed to astronomical spending on security R&D and venture capital for a marginal impact to security effectiveness, increasing challenges in consuming security technology, high data demands for effective machine learning, and requirements for frequent updates as reasons the market is ready for disruption.

[Related: 5 Hot Happenings From Palo Alto Networks Ignite 2017]

Palo Alto Networks is looking to create that disruption, just as it did with the next-generation firewall market, said Zuk. The company is looking to disrupt the way cybersecurity is consumed, with deployment of a single agent on each endpoint, network and service for a Software-as-a-Service application, then layered with independent security services connected to the platform leveraging a single data set and threat intelligence. To build this, the Santa Clara, Calif.-based company launched an Application Framework, allowing third-party developers to build on its platform, as well as new cloud-based services.

“Cybersecurity has to become a set of services that you consume, rather than a set of technologies that you deploy on-premise,” Zuk said. “This is the disruption. … We’re going to completely change the way you consume cybersecurity.”

Palo Alto Networks President Mark Anderson said this shift is required as companies continue to lose the battle against attackers with an inefficient and ineffective security model. Vendors need to adopt a new consumption model to address this and make new security products easier to consume as services on top of a platform, he said.

“All of this innovation has to be able to be consumed. This is what’s fundamentally wrong,” Anderson said. “We have to make it easier to consume the innovation that our industry is cranking out.”

Partners said they also see the need for a security market disruption. Andy Segal, president of Albertson, N.Y.-based Vandis, said customers are maturing. They are looking for deeper analytics and faster response times to combat an increasingly more sophisticated adversary, he said.

“I think that the market is evolving and maturing. You can’t stay exactly where you are. You have to evolve and mature with the market,” Segal said.


Microsoft’s Gavriella Schuster On How To Boost Partner Margins, The Untapped Azure Opportunity And Why Microsoft Is A Better Cloud Partner Than Amazon

Women of the Channel Online recently spoke with Gavriella Schuster, corporate vice president of the Worldwide Channels and Programs Group at Microsoft, about the impact digital transformation is having on Microsoft channel partner margins, the untapped Microsoft Azure opportunity, and how Microsoft outshines Amazon Web Services as a cloud partner for solution providers. Schuster, a 2017 CRN Power 100 honoree, was a keynote speaker at last month’s Women of the Channel Leadership Summit West, where she spoke about how women can use change to power their careers.


  • No Related Posts

Former Massachusetts AG Martha Coakley: ‘We Can’t Be Afraid Of New Frontiers Like Cloud’

Martha Coakley, a partner at Kelly and Hoag LLP and this year’s keynote speaker at the Mass Bay Security Summit in Wellesley, Mass., calls the use of cloud in enterprise an “educational issue.”

Coakley, who served two terms as Middlesex district attorney and two terms as the state’s attorney general. likened the ability to code today with people learning to read and write after the invention of the printing press. She said that it’s important to stay abreast of the changes being made in technology to use them to our advantage.

“So much of what we do and are able to do is based upon this language and the capabilities that it gives us. You don’t have to be a computer or IT expert to understand the basics of it so that you can use it and not be afraid of it,” said Coakley.

She admitted that with cloud computing comes some risk, but that when it is used and “cared for” correctly, it can do far more good than harm.

“This fear of the unknown has been true for any new form of technology over the years, and I think that having a common sense approach will allow us to employ our native intelligence and balance the potential threats with the many benefits,” she said.

At the Summit, she encouraged audience members, saying they shouldn’t be afraid of new technologies and where they might take us.


5 Hot Happenings From Palo Alto Networks Ignite 2017

What’s New From Palo Alto Networks

Palo Alto Networks looked to up its security game across the board at its Ignite 2017 event in Vancouver, Canada, this week, rolling out new technology products, partnerships and venture capital investments. The investments aim to upend the current security status quo in multiple areas, bringing in new talent and redefining what a security platform should look like. The changes build on a massive update Palo Alto Networks rolled out to its platform earlier this year, adding new features across its full technology set with the PAN-OS 8.0 update. In a Tuesday keynote at the event, Executive Vice President of Product Management Lee Klarich said the changes propel Palo Alto Networks to the next generation of security, one based on platform security and subscription services.

“Security can’t stand still. Innovation has to continue,” Klarich said. Take a look at five things Palo Alto Networks announced at its event this week.


10 Companies To Watch In Cloud Security

Standing Out From The Pack

The opportunity around cloud security is immense, and lots of startups and legacy vendors are looking to take advantage. The opportunity is significant, with the market for cloud security is expected to hit $12.7 billion by 2022, up from $4.1 billion in 2017, according to research firm MarketsandMarkets. Driving that growth is parallel growing trends around a rising number of mobile and IoT devices, as well as a growing acceptance and adoption of cloud services. CRN has pulled together 10 companies that are positioning themselves to grab a large piece of that pie, including those with new funding, new investments, and hot new products.


Q&A: Symantec President On Why He Isn’t Worried About McAfee’s Spinout From Intel

Fey On The Record

McAfee spun out from parent company Intel earlier this year, but Symantec President and COO Michael Fey said he isn’t worried about the effect it will have on Symantec’s business. Fey said Symantec has a strong set of technologies and a platform security strategy, one he argued McAfee was a step behind on. As part of the June magazine issue, CRN sat down with Fey to talk about the competitive landscape and how Symantec will position itself as legacy rivals re-emerge and it faces continued challenges from startups. Take a look at what Fey had to say about Symantec’s strategy, McAfee’s position in the market, and what it all means for partners.


CRN Exclusive: Datto CEO McChord On Expanding Into Networking And Security To Build Opportunities For MSPs

Datto In Constant Remake Mode To Widen Its Support For The MSP Channel

Datto is a company going through massive changes to itself as part of a plan to make it an indispensable part of the MSP channel. The company, best known as a developer of data protection technology for MSPs, has in the past few years made two major technology acquisitions that have made it a major player in the networking and security markets. At DattoCon last week, the company also unveiled plans to enter the virtual desktop business. And, as with everything the company does, this is all being done specifically to make it a more valuable part of the MSP business.

Datto CEO Austin McChord sat down with CRN during DattoCon to talk about the company’s technology expansion and how it ties in with Datto’s maniacal focus on the MSP business. Here’s how a small company, just turning into a midsize business, hopes to take on the IT industry’s biggest storage, security, and networking companies.


  • No Related Posts

Partners: Peak 10’s Move To Acquire ViaWest Will Create Formidable Cloud Competitor With A Channel Focus

Partners are applauding Peak 10’s move this week to acquire cloud service provider ViaWest for $1.67 billion in a deal that will form a global co-location, connectivity and managed cloud service provider behemoth.

The deal will boost the provider’s competitive position in the crowded cloud services market, as well as its position in the eyes of channel partners, said Andrew Pryfogle, senior vice president of cloud transformation for Intelisys, a Peak 10 and ViaWest partner. Peak 10, a channel-friendly, Cisco-powerered Infrastructure-as-a-Service provider, today takes in about 40 percent of its revenue through indirect sales.

Pryfogle called the proposed tie-up “exciting.” The Petaluma, Calif.-based master agent has been promoting cloud to its community of agent partners through several education programs, including its Super9 group and Cloud Services University.

[Related: Peak 10 Channel Chief Sroka: ‘Our Commitment Level To Partners Is Second To None’]

“Both [Peak 10 and ViaWest] have been tremendous supporters of our education efforts at Intelisys, and both share a strong commitment to the channel. The combined organization will be well positioned to win big with our community going forward,” Pryfogle said.

Peak 10’s channel chief, Dave Sroka, who joined the company in November, told CRN in April that the channel is a big part of Peak’s 10’s strategy for 2017. Sroka said that the company wanted to be viewed as a national provider, not just a regional player, and was investing in the channel as way to grow its business.

As there is no overlap in market coverage between Peak 10 and ViaWest, the acquisition enhances the new company’s channel strategy and lets partners offer more services and solutions to more locations, Jeff Spalding, chief revenue officer at Peak 10, told CRN.

“The combined company will have more capabilities, services [and] skills, and thus more choices for partners and their customers. Our expanded geographic reach provides a more complete and consistent solution for our partners, [so] it’s truly a win-win-win scenario,” Spalding said.

While many providers have moved out of the data center infrastructure space, Peak 10 decided to dig in and expand into new markets based on requests it was receiving from its customers, Spalding said.

“This combination provides us scale as one of the largest hybrid IT solution providers now in the industry,” Spalding said. “We can now offer more choices for our partners and their customers.”

Following the close of the transaction, Peak 10’s operational footprint will expand to reach 20 domestic and international markets and 4,400 global customers, according to the Charlotte, N.C.-based provider.

“We see all infrastructure providers racing to scale to achieve the economies necessary to compete in the hyper-competitive landscape — this includes carriers and data centers. The Peak 10 and ViaWest combination makes sense as we’ve seen Peak 10 as an eastern U.S. version of ViaWest,” said Adam Edwards, CEO and co-founder of Sandy, Utah-based master agent Telarus, a Peak 10 and ViaWest partner.