Ep151: Maximizing GenAI Revenue Through AWS Partnership featuring Trellix

Learn how Trellix transformed into a cloud-first security leader through strategic AWS partnership, generating $500M+ pipeline and winning major enterprise deals like Airbus.

Topics Include:

• Trellix's transformation: From legacy McAfee/FireEye to cloud-first cybersecurity solutions with AWS
• Partnership lessons: How AWS enabled 27-year-old ePolicy Orchestrator's successful cloud migration journey
• Legacy transition advice: Embrace innovation, don't follow the "Sears model" of resisting change
• AI go-to-market strategy: Dev days, marketplace usage, and Bedrock/Nova integrations driving customer adoption
• Customer AI concerns: Addressing data security fears and proving AI doesn't train on customer data
• Integration philosophy: XDR connects with AWS native services and even competitor tools seamlessly
• $12M Airbus win: Six-country enterprise deal showcasing collaborative sales across AWS teams and marketplace
• Future opportunities: AI-powered threat detection innovations and $500M+ pipeline through AWS marketplace

Participants:

• Taylor Mullins - Sr. Solutions Architect, Trellix
• Brian Shadpour - General Manager, Security B2B Software Sales, Amazon Web Services

Further Links:

• Trellix: Website – LinkedIn – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/