Dive Brief:
- TD Synnex added ThreatCaptain’s sales enablement platform to its managed services provider toolkit, the two companies said in a Thursday announcement. MSPs in the distribution giant’s North American partner network gain access to the Anchor Suite lead generator and the First Mate deal-packaging platform.
- ThreatCaptain’s tools point partners to potential customers and translate technical jargon that can stymie deals into business terms, the companies said. First Mate uses IBM’s annual Cost of a Data Breach study and Verizon’s annual Data Breach Investigations Report, along with MITRE ATT&CK tactical research to compile cost-benefit analyses for MSPs, ThreatCaptain told Channel Dive in an email.
- “MSPs lose cyber deals because they’re pushed to sell tools and threats to IT managers, instead of financial risk to the executives who write the check,” ThreatCaptain CEO Adam Anderson said in the announcement.
Dive Insight:
As businesses turn to channel partners to bolster their cyber defenses, TD Synnex has steadily grown its security portfolio. In July, the company signed on as a global distributor for Firewall vendor Fortinet. ConnectSecure, which launched a Microsoft 365 security platform for MSPs last month, inked a distribution deal with TD Synnex in June.
The distributor is following the money. More than 90% of global cybersecurity spending flowed through the channel during the final quarter of 2025, amounting to nearly $25 billion in revenue, according to research by Channel Dive sister company Omdia. With AI security concerns mounting, organizations are expected to invest $310 billion globally in cybersecurity products and services.
ThreatCaptain’s offerings were built to help partners overcome sales hurdles in a competitive market flooded with tools, platforms and service bundles. The startup emerged three years ago and received a $250,000 investment from South Carolina Research Authority’s SC Launch program in February 2025 to build out a security risk discovery platform.
“MSPs are under constant pressure to prove the business value of security, not just describe the technology behind it,” Scott Young, SVP of vendor management at TD Synnex, said in the partnership announcement.
ThreatCaptain deepened its channel leadership bench with two appointments earlier this year.
The company hired Vicky Bruns as VP of channel engagement in July. Previously, Bruns served as chair of the channel development advisory council at the Global Technology Industry Association, which recently merged with MSP professional organization ASCII.
ThreatCaptain also recruited Solei Dyment this summer to work with partners as chief growth officer. Dyment came over from ConnectWise, where she served as a peer group facilitator for the MSP platform provider’s IT Nation Evolve program.
