Devo’s Channel Chief on CRN Recognition and the Future of Security Partnerships

Estee Robinson leads global alliances for Devo and is responsible for defining and executing Devo’s channel strategy. She was named a 2025 Channel Chief by CRN, which recognizes influential leaders who drive the channel agenda and evangelize the importance of channel partnerships. Estee’s work on channel strategy helped land Devo in the CRN Partner Program Guide and inclusions in the CRN Cloud 100 and Security 100 lists for 2025. 

We recently caught up with her to get her perspective on Devo’s recent accomplishments and the future of security partnerships. Keep reading for her insights.

Congratulations on being recognized as a Channel Chief by CRN! What does this accolade mean to you, personally, and for Devo’s channel program?

Estee: Thank you! This recognition is a testament to our entire channel team’s hard work and dedication, as well as the incredible partnerships we’ve built. It validates our commitment to delivering exceptional value to our partners and empowering them to succeed. On a personal level, it feels like a quiet affirmation. It validates that our teams’ effort to build and nurture our partner relationships is being seen and valued. It’s a nice moment of reflection. Channel success is sort of like a fitness journey: daily dues pay off. 

We’ve worked hard to build a channel program that’s both supportive and effective. It’s a positive signal indicating just how committed we are to our partners’ success and that we’re building something sustainable together. 

What sets Devo’s approach to the channel apart in the crowded cybersecurity market?

Estee: We believe in being truly partner-centric. This means providing our partners the flexibility to build tailored solutions, equipping them with the knowledge and resources to excel, and collaborating closely to achieve shared goals. Devo Drive focuses on helping MSSPs easily onboard customers by ingesting data from any source and realizing fast time to value. We increase SOC efficiency by leveraging our unified SIEM, SOAR, and UEBA platform, eliminating security gaps with real-time analytics, and optimizing security operations across customers. 

We know flexibility is crucial for MSSPs, so we offer options to tailor our solutions to your unique needs. Our partners achieve lower and predictable COGS, have the option to control or co-manage customer environments and differentiate their offerings with a security data platform. Our success is intrinsically linked to the success of our partners, and we’re committed to fostering a strong and vibrant ecosystem that benefits everyone.    

Devo works with a wide range of partners. What makes Devo particularly appealing to those servicing enterprise customers?

Estee: Devo’s appeal to enterprise-focused partners really comes down to addressing their clients’ core challenges. We provide a platform that excels at managing massive data volumes, offering real-time analysis and automation that translates to enhanced security visibility and faster incident response. This directly leads to tangible client benefits like reduced risk and streamlined operations, making Devo a valuable tool for partners aiming to deliver impactful results.

Devo’s self-service multitenancy provides partners with robust control over data access and configurations across numerous tenants, enabling rapid scaling and efficient management. This, combined with the ability to create custom content and tailored solutions for specific enterprise use cases like fraud prevention and IoT monitoring, empowers partners to deliver highly specialized and effective services.

The cybersecurity landscape is constantly evolving. How does Devo empower partners to navigate these changes and capitalize on emerging opportunities?

Estee: Navigating the evolving cybersecurity landscape is a key focus for us. We support our partners through ongoing training and certification programs, helping them stay updated on the latest threats and technologies. We also work collaboratively on go-to-market strategies, focusing on emerging trends. For example, we’re seeing increased demand for managed security services and cloud-native solutions, and we help our partners develop offerings that meet those needs. We aim to equip them with the knowledge and tools they need to adapt and succeed in a dynamic market.

What exciting developments have you seen in the channel this year, and how has the partner community responded?

Estee: This year, we’ve observed significant growth in our MSSP partner ecosystem. It’s rewarding to see these partners contribute substantially to our overall growth. This indicates that our platform is effectively supporting their delivery of both co-managed and fully managed security services. 

Beyond the numbers, though, what’s been most notable is how our partners are leveraging the platform’s flexibility to address the increasing complexity of the cybersecurity landscape. With evolving attack surfaces, a growing number of threat actors, and ever-changing compliance requirements, managed service partners are playing a crucial role in helping clients maintain their security posture. It’s been great to see our platform enable them to provide that much-needed flexibility, and the growth is a testament to the fact that it works! 

Looking ahead to 2025, what’s your vision for the Devo partner ecosystem, and what key initiatives will drive its success?

Estee: Our vision is to build an even stronger and more collaborative partner ecosystem that delivers exceptional value to our customers. We’ll continue to invest in partner enablement, expand our offerings, and optimize our operations to support partner growth and success. We’ll also focus on driving greater alignment between Devo’s and our partners’ go-to-market strategies to ensure we’re working together to capitalize on the immense market opportunity as this space continues to see disruption.

What key qualities does Devo look for in a successful partnership?

Estee: We look for partners who share our commitment to customer success and innovation. We value partners who are willing to invest in their Devo practice, actively engage in joint go-to-market activities, and provide valuable feedback to help us improve our offerings. Most importantly, we seek partners who are excited about the opportunity to collaborate and grow together and share our passion for excellence in cybersecurity. 

If you could give one piece of advice to partners looking to maximize their success with Devo, what would it be?

Estee: If I could offer one piece of advice, it would be to prioritize continuous learning and maintain open communication with our team. We’re committed to providing comprehensive support, including training, enablement, and collaborative marketing and sales efforts. The more our partners engage with these resources and work closely with us, the better positioned they’ll be for success. And most importantly, don’t hesitate to share your needs and feedback; we’re always looking to improve. Learn more about the Devo Drive Partner Program.