 Welcome to JSA TV where we're covering the latest stories trends and innovations from leaders in global connectivity Real estate the channel and the networks within Buffy hierarchies of JSA and joining me today is Mark down higher He is a CEO and president of Mars suite Hey, thank you so much for having me buffing Absolutely, it's always a pleasure catching up with you here in Las Vegas for channel partners So, why don't you give us a little update about Mars? Yeah, hey, thank you so much for the opportunity Again, great to be here. It's a fantastic event and you guys do great great coverage and great work at the event So thank you for that Mars suite in December of last year has spun out of our parent company So our parent company was all points logistics a quarter of a billion dollar solution provider to DOD federal government NASA space and aerospace industries So Mars suite is a next-generation MDR risk management and vulnerability scanning platform that we're taking into the marketplace We have security as a service and compliance as a service bundles for the channel So we work with channel partners MSP solution providers and resellers to integrate our solution their solutions and their service delivery model into these bundles and then we take them into the marketplace Through advanced enablement and go to market activities Well, you guys are definitely Super busy. I'm sure absolutely all the security offerings that you provide and all of the different breaches and you know different types of cyber security threats and and breaches that we've been hearing about lately So why don't we talk a little bit about some of the disruptive technology trends that you're seeing In the industry when it comes to cyber security and also throughout the channel Awesome. Yeah, great question. So one of the things that we're seeing is this massive tsunami around AI And AI enabled technologies, right? It's all over the media, right? Everywhere you turn is AI this AI that now what's interesting and fascinating is a lot of the technology partners That we integrate with and we work with with Mars our AI powered technologies So from a platform perspective AI is being embedded in various products and services The channel has a massive AI opportunity that they need to try to get their arms around So the reality is the bad guys the criminal syndicates the hackers the nation-state actors on the dark web Have AI powered attacks. They are using AI powered services to launch Massive deep-baked attacks ransomware attacks, etc. So it's it's it behooves us It's up to us to get ahead of that AI tsunami wave to learn more about AI The majority of the marketplace small medium-sized businesses up the fortune 500 are looking for thought leaders They're looking for expertise around AI And so that is the biggest disruptive trend that we're seeing in the market AI powered attacks AI powered technologies and now AI powered and enabled Services that can be delivered through the channel. So when we go to market with our channel partner program We have advanced enablement go to market activities product management activities Training and support around how to integrate these types of technologies and AI into your offerings So it's it's a very exciting time. It definitely is an exciting time. I mean, how many times have you heard? AI here at the show Had to be a hundred. Yeah, absolutely. It's everywhere I mean throughout all the interviews that we've had here so far this week And all of the different panel sessions and keynotes. It is It is what everyone is talking about. Yeah, and I like what you said mark You said that the channel really has an opportunity here to wrap their arms around AI Especially when it comes to security and all that Mars offers Absolutely, absolutely. It's a massive market opportunity and it's just getting started if you look at the amount of private equity and venture capital and Investment that's being funded into the AI marketplace in these emerging technologies It's dwarfing everything else in the market right now So I'd say jump on the bandwagon start testing and piloting AI based initiatives within your channel company Or within your technology company and then collaborate and partner with marsweet on how we can take these types of Security as a service and compliance as a service offerings into the marketplace together What types of businesses does Mars serve? Great question Heavily regulated industries so our end client and again We we work and sell to and through the channel So we don't sell direct. We're a channel focused company But our end clients are operating in regulated industries and they're typically 50 employees to about 2,000 employees. So healthcare financial services banking manufacturing Could be state local government Our parent company Cut its teeth and really captured a large market in public sector. So department of defense, right? federal government Aviation aerospace organizations like NASA So we have a fantastic origin story and we're capitalizing on all of those experiences How we as we have spun off Mars and we're starting to go to market with the channel Well, you talked a little bit about how you're so channel focused at Mars Why don't you tell us about your channel program and what you have in store there? Great. Thank you. Thank you so much for that Absolutely After being in the channel for a few decades What we what myself and the team have tried to do is build an innovative channel program That provides some level of exclusivity and some level of protection For our channel partners based upon the markets in the regions that they're selling into So as we go to market with these bundled solutions We're providing them protection in the marketplace and and there's there's a lot of Attraction to that in the market because most providers don't do that secondly, there's some advanced AI based Enablement and training around AI and AI based technologies around how to deliver these services how to deliver these services at scale and Then we work with those channel partners through advanced sales marketing service delivery enablement programs To help them capitalize on the market opportunity. So it's not hey sign up with Mars and you have a Right you you get X percent off and it's a great, you know revenue opportunity And then it's up to you to go sell and market this we are with the partner every step of the way Helping to build and innovate their product portfolio and their solution portfolio So it's white glove right high-touch high-value very personalized Experience when we work with the channel and if a partner was interested in learning more about Mars and this Amazing channel program. Where would they go? Mars sweet.com Mars sweet.com well always a pleasure to have you here on JSA TV mark Thank you so much for providing such great insights and more information about your channel partner program and thank you viewers for tuning in To another episode of JSA TV live from channel partners 2024 stay curious stay connected and happy networking