Earthwave offers security to new partners

While many smaller security players are consolidating or being absorbed, Sydney-based firm Earthwave has continued to expand since its launch eight years ago.

Dave Kaplan, principal security architect at Earthwave, told CRN that the managed security industry is undergoing steady growth in Australia.

"Security is getting more expensive and at the same time IT budgets are shrinking," he said.

According to Kaplan there are numerous drivers for companies seeking to outsource their security management. Some reasons typically cited include moving costs from capital expenditure to operational expenditure, seeking predictability of costs, regulatory compliance and the need for quick detection of new and emerging threats.

To this end Earthwave has created a three tier partner program. Earthwave currently has a stable of approximately 45 partners, with Kaplan stating that Earthwave is undertaking a recruitment drive to increase these numbers.

“We’re actively recruiting more partners - that’s one of the reasons I’ve joined Earthwave. We’ve built the business to be highly scalable and we’ve got room for many more.”

Kaplan said Earthwave has been approaching security vendors, but was interested in hearing from companies looking for partnership opportunities.

Successful partners are provided with customer contracts as well as white label presentations, data sheets and portals that can be individually branded.

"We effectively turn them into a managed security services provider overnight," said Carlo Minassian, Earthwave's founder and CEO.

"Some of our partners use our position in the market when they are selling because they are known for something else. For others we are absolutely invisible to their end customers."