New CEO Emphasizes Strategic Importance of Channel

ForeScout, a leading provider of continuous monitoring and mitigation solutions that help enterprises prevent and respond to cyberthreats, and Channeltivity customer, announced recently that Michael DeCesare would become the company’s new CEO.

In the announcement, DeCesare puts channels front and center. “The IT channel has been, and continues to be, an integral part of ForeScout’s success on a global scale,” he says. “…We rely heavily on our certified channel partners around the world to act as extensions of our business. Simply put, integration is how we do business.”

Besides giving the channel its due, DeCesare makes a good point about integration. Channel management is most successful when the focus is on a shared success- yours, your vendors, and the end customer.

“Our partners understand, as do we, that security does not come as a result of silos. After all, it isn’t about ‘us’ versus other security vendors, rather, it is about our industry against cybercriminals,” DeCesare says.

What common goals do you have with your partners and customers? What could unify your team, your company, your partners, your customers?