BlackBerry will be looking to provide security solutions across the mobile world of Cylance customers in light of its acquisition of Cylance, announced today.
According to BlackBerry CEO and executive chairman John Chen, the purchase will allow the smartphone-cum-mobile security vendor to get its security solutions onto the phones of Cylance customers, while building out its channel trough Cylance's 100 percent channel model.
"BlackBerry obviously would love to get into the Cylance customer base by providing the security solutions for device management, for application management in the whole mobile world," Chen said during a conference call this morning discussing the buyout.
"Cylance has been very much focused on the fixed assets - PC, laptops routers and other stationary stuff, and we are more focused on mobile first, and I think that market is extremely complementary, so I'm sure each of the Cylance customers must be using mobile technology, [which means] a great opportunity for Blackberry to expand the market."
In regard to what the merger will mean for channel partners, Chen said that BlackBerry has already been enhancing its business and increasing its business through the channel, noting that the telecom channel has "always been a good channel" for BlackBerry; but the merged venture will be seeking to build on this significantly.
"Recently, it's been more of the SIs and application providers, and so now with Cylance, which are basically purely a channel company, I think we're going to step up in [the] channel…and percentage of revenue and a percentage of go-to-market for the combined company," Chen said.
Cylance co-founder, chairman and CEO Stuart McClure noted that the security vendor has been a 100 percent channel company "since day one" and that today's news will give its partners the opportunity to sell "even more and sell deeper and sell broader".
In terms of cross-selling opportunities the merged company and its channel will benefit from, Chen said making sure that all Cylance know-how running from mobile is an immediate opportunity.
"I think that opportunity is huge," he said. "And then [also ensuring] the Cylance capability gets into the connected cars and the autonomous platforms that we have been building with the QNX. Those two are immediate opportunities."
Beyond the immediate opportunities, Chen cited Cylance becoming part of the combination of BlackBerry's Enterprise of Things platform, Spark, as another area the combined vendors will focus on.
"[Cylance] will become a platform and if you're going to survey your CIOs - your customers and buyers, they prefer to buy a more comprehensive platform over point product solutions, so I think there's a market to manage there and we obviously have to deliver it."
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