We invited a direct competitor into Security Hub Extended. Here’s why.
Brief
When customers keep pointing you to a solution that overlaps with parts of your own offering, you have a choice to make. This post is about the choice we made with Upwind, and why we’d make it again.
AWS Security Hub Extended exists because customers told us what was working for them in enterprise security and asked us to simplify adoption and integration. Upwind was one of the solutions customers kept naming, so we brought them in. Upwind didn’t only agree to participate, they committed fully to integration.
They brought their full solution portfolio into Extended with aggressive pay-as-you-go pricing from day one. They got their field organization fully aligned on joint deal flow and have driven more customer activity and closed deals through Security Hub Extended than any other partner in the program.