Not All Partnerships are Equal

As Henry Ford once said, “Coming together is the beginning. Keeping together is progress. Working together is success.” While many people have an understanding of how partnerships work in their day-to-day lives, defining a true partnership in a business relationship can be more challenging. In the field of cybersecurity, finding a “true partner” means you share the risk and both strive to improve your security posture.

A True Partner

A true partnership works best when both groups share the risk, agree on the end goals, have open lines of communication and build their relationship on mutual trust and respect. Companies that embrace such partnering behaviors believe in creating mutually beneficial relationships that bring value to both parties.

Partnerships come in many shapes and sizes. There can be partnerships between vendors, where they provide complementary products or services that are further enhanced by working together. There can also be strategic relationships developed between provider and client, where they view the relationship as more than just a business transaction.

Your partners should also be building strong relationships within the technology sector. Knowing that they not only use best-in-class technologies but that they have good working relationships with those vendors means that you can maximize your technology investments. A good partner should not only be able to help you to optimize the technologies you already have in place, but also make recommendations for policy and infrastructure to ensure you reduce your risk and meet any compliance requirements.

Finding Your Partner

When you are on a team, you have certain expectations of your teammates and hope you can rely on them in critical situations. However, a lot of organizations do not have the in-house resources to staff an effective cybersecurity operation. Understanding the economics and potential cost savings of using a managed service provider is an important part of any decision to outsource security operations.

In cybersecurity, you should look for partners who act as an extension of your team. They do not just care about selling you their latest tool or services – they sincerely care about the security and safety of your company. They should have a programmatic view on cybersecurity and take your concerns seriously. Equally important is the culture of the organization with whom you choose to partner. Do they share similar values, and can you trust that they will view your security as important as you do?

Throughout the relationship, a partner should have the skills and resources to respond to security incidents and help guide your overall cybersecurity journey. And while relationships in cybersecurity may not last forever, the need for true cybersecurity partners will never change. The current environment of COVID-19 only reminds us how businesses can be disrupted when they least expected it. And with the shortage of skilled cybersecurity professionals, choosing your partners has never been more critical.

Narrowing The Search

Once you decide what you’re looking for, how do you find someone who checks all the boxes? Many may sell you on ideals but it’s crucial they also follow through with what they sell. When looking for the right partner for your cybersecurity needs, you should ask critical questions to make sure you’re making an educated choice.

Things to look for include:

  • How do their SLAs compare to other vendors?
  • Do they provide transparency and trackable metrics?
  • Do you receive insight into your cyber risk and recommendations for improvement?
  • Will they create custom content?
  • What is their long-term focus?
  • Are they industry recognized?
  • How available is their team?
  • Do you have similar preferred methods of communication?
  • Can you visualize the value they would bring to your team?

Selecting a partner who shares the risk will give you confidence that you are building a more secure organization. As your partner helps you mature your cybersecurity program, you should see a measurable change throughout the partnership and be able to track metrics over time.

Once you’ve found the right partner, you will be enabled for success not only tomorrow but for the long-term future.

So – what do your current partnerships look like?

MDR or EDR. What’s right for you?

Targeted attacks are on the rise and often go undetected by traditional security solutions and methods. Endpoint Detection and Response (EDR) companies like CrowdStrike, Carbon Black, CounterTack, and a new up and coming company ZitoVault, have solutions that can stop targeted attacks in their tracks.

Why EDR?

Customized malware can bypass traditional antivirus solutions, so it’s imperative to take a broader and more proactive approach to protect your endpoints. This means real-time monitoring, detection and advanced threat analysis combined with response technology. EDR solutions can strengthen your security posture and augment your existing security tools and processes.

Why MDR?

When enterprises deploy EDR solutions, they face many of the same challenges found when deploying SIEM technologies. These include finding and maintaining qualified security staff, alert fatigue due to false positives, limited budget and lack of actionable intelligence. Without the expertise and staff who can both tune your security tools and respond to threats, you are at risk of a data breach and adding your new EDR solution to your collection of shelfware.  With the rise of EDR solutions, it’s no wonder that Managed Detection and Response (MDR) providers have surfaced to address these challenges. MDR is provided as a service, similar to managed security service providers (MSSP’s), but with a greater focus on detecting, investigating, and mitigating suspicious activities and issues – independent of whether events affect endpoints or perimeter devices.

When searching for a Managed Security Services Provider, look for one who can provide the following attributes that Gartner recommends:

  • Focus on detecting advanced or targeted attacks
  • Management and monitoring of inward facing security tools like endpoint security
  • The ability to correlate endpoint data with other data sources, use cases and threat intelligence.
  • The systems and processes to integrate and streamline monitoring, alerting, search and reporting for endpoint, cloud, and data center in a single view and with a common runbook.
  • Use of threat intelligence and advanced analytics
  • 24/7 monitoring, analysis and customer alerting of security events with less reliance on automated and more significant analyst investigations.
  • Incident response services, guided remediation, advanced persistent threat hunting and consulting on containment and remediation

Why not Both?

If you have already purchased an EDR solution but you are struggling to maintain security staff, lack of expertise or chasing false positives, look for an MDR provider who can leverage your existing investment and augment your security staff.



Proficio Partners with Qualys to Expand its Managed Detection and Response Services


CARLSBAD, CA and FOSTER CITY, CA – August 5, 2019

Proficio, an award-winning global managed security services provider (MSSP), today announced it is partnering with Qualys, Inc. (NASDAQ: QLYS), a pioneer and leading provider of cloud-based security and compliance solutions, to fully integrate the Qualys suite of cloud-based solutions with Proficio’s Managed Detection and Response capabilities.

As part of the expanded partnership, Proficio clients now have access to Qualys apps including Vulnerability Management, Asset Inventory Cloud Agents, File Integrity Monitoring, Policy Compliance, and ThreatProtection, which contributes to Proficio’s strategy of providing continuous threat visibility and protection. Proficio will also leverage Qualys’ groundbreaking Global IT Asset Discovery and Inventory App to help its clients to create a continuous, real-time inventory of known and unknown assets across on-premises, endpoint, multi-cloud, mobile, container, OT and IoT environments.

“We are excited to expand our successful partnership with Qualys and leverage their leading cloud security and compliance solutions,” said Brad Taylor, CEO of Proficio. “Qualys allows us to take advantage of integrating a single backend while providing our clients with the functionality of 19 applications enabling enhanced visibility and deeper analysis for improved security. This is unique in the industry.”

“Adding Qualys apps to Proficio Managed Security Services provides clients with a single-pane-of-glass to view threats across their global IT infrastructure including mobile, cloud, on-premises, or IoT environments,” said Philippe Courtot, chairman and CEO for Qualys. “Furthermore, by integrating the Qualys Cloud Platform with their existing Managed Security Services, Proficio further enhances its next-generation managed services offering to provide their clients with full visibility, real-time detection, and response.”

About Proficio

Founded in 2010, Proficio is an award-winning managed security services provider (MSSP) delivering 24/7 security monitoring and alerting, managed detection and response (MDR), and cybersecurity services through global security operations centers in San Diego, Barcelona, and Singapore. Proficio’s innovative approach to managed cybersecurity services uses proprietary processes, experienced security analysts, and the industry’s most advanced technologies to help organizations defend against advanced threats. Proficio pioneered the concept of SOC-as-a-Service and was the first MSSP to automate threat containment and to provide a security dashboard with threat scoring. To learn more, visit

About Qualys

Qualys, Inc. (NASDAQ: QLYS) is a pioneer and leading provider of cloud-based security and compliance solutions with over 12,200 customers and active users in more than 130 countries, including a majority of each of the Forbes Global 100 and Fortune 100. Qualys helps organizations streamline and consolidate their security and compliance solutions in a single platform and build security into digital transformation initiatives for greater agility, better business outcomes, and substantial cost savings.

The Qualys Cloud Platform and its integrated Cloud Apps deliver businesses critical security intelligence continuously, enabling them to automate the full spectrum of auditing, compliance, and protection for IT systems and web applications on-premises, on endpoints and elastic clouds. Founded in 1999 as one of the first SaaS security companies, Qualys has established strategic partnerships with leading cloud providers like Amazon Web Services, Microsoft Azure and the Google Cloud Platform, and managed service providers and consulting organizations including Accenture, BT, Cognizant Technology Solutions, Deutsche Telekom, DXC Technology, Fujitsu, HCL Technologies, IBM, Infosys, NTT, Optiv, SecureWorks, Tata Communications, Verizon and Wipro. The company is also a founding member of the Cloud Security Alliance. For more information, please visit

Qualys and the Qualys logo are proprietary trademarks of Qualys, Inc. All other products or names may be trademarks of their respective companies.


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