Endpoint Security: Partnerships & Co-Sell

Partnerships and co-sell is the deliberate architecture of routes to market: technology alliances, channel distribution, MSP enablement, cloud marketplace listings, and joint go-to-market with hyperscalers and AI platforms. For endpoint-security vendors, it has become the primary lever for reaching mid-market and SMB buyers who increasingly purchase through MSPs, distributors, and cloud commits rather than direct. The 19 companies in this dataset show the tactic is no longer a secondary channel but a core growth engine, spanning regional distribution deals, AI platform integrations, and MSP-centric co-sell motions.

Why it matters now: buyers consolidate spend through partners and marketplaces, AI platforms are becoming security distribution channels, and regional depth requires local alliances. Product teams must design for partner integration and co-sell readiness; marketing must arm partners with co-branded demand gen; sales must build partner-influenced pipeline and compensation models. The moves below reveal how peers are executing across four distinct patterns.

Pattern 1: MSP and service-provider co-sell as the SMB growth engine. ConnectWise partnered with SentinelOne to launch an AI-enhanced cybersecurity platform and later expanded the SentinelOne partnership to include the full Singularity technology suite, while N-able expanded its SentinelOne partnership beyond EDR at OneCon 2026 and signed a distribution deal with Leader to expand Australian reach. Heimdal Security integrated with HaloPSA to support MSP service desk workflows and partnered with ELOVADE Group to reach DACH MSPs. These moves signal that MSPs are the primary route to SMB endpoint buyers, and vendors are embedding their products into MSP workflows and platforms rather than selling around them. The co-sell implication is that endpoint vendors must make their products operationally native to MSP tooling and provide partner-ready packaging, pricing, and enablement.

Pattern 2: AI platform alliances as a new distribution and co-sell surface. SentinelOne integrated runtime security into Anthropic's Claude for Business, detailed an NVIDIA Open Agent Safety Platform collaboration, and added AI security partner certifications to PartnerOne at OneCon. CrowdStrike integrated Falcon Guardian with NVIDIA OpenShell for AI agent security, Check Point expanded its NVIDIA work on Open Agent Safety Platform, and Trend Micro brought NVIDIA Nemotron open models into Vision One while adopting Anthropic's Claude Opus 5 for AI-driven vulnerability prioritization. Sophos partnered with OpenAI to deliver frontier AI models to its global MSP channel. These alliances are not traditional reseller deals; they position endpoint security as a control plane for AI agents and embed the vendor in AI platform ecosystems. The signal is that AI platforms are becoming a distribution channel and a co-sell surface, requiring product teams to expose APIs and runtime protections that AI platforms can consume.

Pattern 3: Regional distribution and local channel depth to reach underserved markets. Huntress partnered with ALSO Holding to distribute across 31 European countries, WithSecure partnered with e92plus for UK and Ireland distribution, Acronis signed a UK distribution partnership with Hammer Distribution, and Coro partnered with Activa Digital on the Italian MSP channel. Kaspersky signed two Laos agreements with Best Telecom and Sysmatik and partnered with ACT Enterprise to bundle EDR into India SMB connectivity, while Barracuda partnered with Colocity to expand enterprise email security presence in Bangladesh. These moves show that geographic expansion is being executed through local distributors and MSPs rather than direct sales, because local relationships and billing entities are hard to replicate. For endpoint vendors, this means partner programs must support multi-tier distribution, localized enablement, and co-sell with regional partners.

Pattern 4: Ecosystem integrations and marketplace co-sell to embed security in customer workflows. Arctic Wolf added 13 new integrations across network, SaaS, identity and endpoint, Acronis added 11 integration partners to its Cyber Platform Ecosystem, and Trend Micro launched a native integration with Veeam for backup and restore security while surpassing $1 Billion in AWS Marketplace sales milestone. ESET launched PRIVATE Scanning Solutions on AWS Marketplace, and CrowdStrike invested in Above Security to integrate managed insider risk into Falcon Platform. These moves reflect that buyers procure through cloud marketplaces and expect security to integrate with their existing stack. Co-sell here means being present in the marketplaces and integration catalogs where customers already transact, and using integrations as a wedge for joint pipeline.

What this means for security product, marketing and sales teams at endpoint-security vendors: Product teams must prioritize partner-ready APIs, MSP-native workflows, and marketplace listings as first-class requirements, not afterthoughts. Marketing should build co-branded demand generation and partner enablement kits that support MSPs, distributors, and AI platform alliances. Sales must design partner-influenced pipeline tracking, co-sell incentives, and regional channel coverage models that reflect these patterns.