ITTech Pulse Exclusive Interview with Frank DeCicco, Americas Partner Sales Leader Netwrix
Welcome to ITTech Pulse! We chat with Frank DeCicco, who shares his insights on growing partner ecosystems, enhancing identity-first security, and helping organizations address AI-driven threats efficiently and securely.
“Frank, you’ve led channel sales at Cisco and Tanium for over two decades before joining Netwrix. What key experiences shaped your approach to partner ecosystems, and how are you applying those lessons in your new role as Head of Americas Channel?”
Both of my previous leadership roles taught me to view partner ecosystems as true force multipliers for company growth. At Cisco and Tanium, I worked across diverse go-to-market and route-to-market strategies spanning GSIs, VARs/SIs, MSPs, distributors, and technology alliances. Those experiences reinforced the importance of focus and resource optimization, aligning around the partnerships with the greatest mutual growth potential. At Netwrix, I’m applying that same principle: delivering the best possible partner experience and maximizing margin opportunities to strengthen our shared success.
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“As Head of Americas Channel, what’s your strategic vision for expanding Netwrix’s partner ecosystem across this diverse market? How will you leverage the identity-first security approach to create value for channel partners?”
Our focus is on scaling with intent. We’ll continue to deepen our engagement with our existing strategic partners to capture market opportunities across solution sets, while expanding into key geographies, customer segments, and sales motions. There’s significant potential for targeted partner recruitment and activation in areas like identity, helping partners unlock value that already sits at the core of their current solutions. By aligning our identity-first security approach with their business models, we enhance the overall value proposition of partnership with Netwrix.
“With AI-powered threats and sophisticated ransomware on the rise, how is Netwrix’s 1Secure platform helping partners address these evolving challenges? What capabilities will be most critical for organizations in 2025?”
As AI-powered threats and ransomware grow more sophisticated, Netwrix 1Secure enables partners to deliver the safeguards organizations need to identify risks, protect sensitive data, and enforce least privilege. While tools like Microsoft 365 Copilot boost productivity, they can also expose sensitive data if not properly governed. Netwrix 1Secure helps partners ensure a secure Copilot rollout through automated discovery, data classification, and continuous monitoring. In 2025, these capabilities will be critical to enabling AI innovation securely.
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“Identity is now the new perimeter, with 80% of breaches involving compromised credentials. What are the biggest misconceptions about identity-first security, and how should IT leaders prioritize their identity security initiatives?”
A common misconception is that “identity-first security” simply means deploying stronger authentication. In reality, identities, both human and machine, are now the most targeted and least monitored part of the environment. Credentials, excessive privileges, and misconfigurations across Active Directory and Entra ID are often exploited long before an alert ever fires.
Netwrix helps organizations strengthen identity security by delivering visibility across AD and Entra ID, continuous risk assessment, threat blocking, identity attack detection and response, and recovery when something goes wrong. This enables IT teams to move from reactive controls to proactive resilience. If identity is the new perimeter, data security must start with identity, and that’s exactly what Netwrix ITDR makes possible.
“AI is transforming both cybersecurity defense and attacks. How is Netwrix integrating AI into its platform, and what’s your advice for IT teams balancing AI adoption with security concerns?”
Security concerns consistently top the list in AI adoption and readiness conversations. Understanding what data is sensitive, where it resides, and who has access to it is foundational. Netwrix is uniquely positioned to help organizations establish visibility and control as they move toward responsible AI adoption.
Netwrix is integrating AI across its platform to help organizations detect, respond to, and prevent threats faster and more accurately. For example, AI in our Data Security Posture Management (DSPM) solution enables risk remediation at scale with intelligent recommendations and guided actions tailored to each environment. My advice for IT teams is to embrace AI thoughtfully, using automation to reduce human error and speed up response while maintaining visibility and governance over its use.
“Looking ahead, what excites you most about the future of cybersecurity and channel partnerships? What’s your key advice for IT leaders building resilient security postures?”
What excites me most is the constant evolution of cybersecurity—the sophistication of attacks, the rise of AI, and the resulting opportunities for innovation. This transformation opens new avenues for partner-led services, ecosystem collaboration, and differentiated positioning in the market. My advice for IT leaders is simple: data security starts with identity. Building a resilient security posture begins by protecting identities and the data they access. That’s exactly where Netwrix helps organizations safeguard their most valuable assets.
Thank you, Mr. Frank, for sharing your insights with us.
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Frank DeCicco leads channel strategy and partner growth across the Americas for Netwrix, a cybersecurity provider that works with more than 13,000 companies worldwide to unify identity and data security.
With more than two decades of experience driving partner sales and ecosystem development at industry leaders like Tanium and Cisco, Frank has a proven track record of building scalable programs that strengthen partner relationships, expand market reach, and accelerate revenue growth.
Netwrix’s vision is to create a world where every organization has secured its data and identities. The 1Secure™ platform unifies identity and data security to provide complete visibility into where data lives, who can access it, and how it’s governed. With Netwrix, security teams strengthen data protection, safeguard identities, and stay ahead of evolving threats. Today, more than 13,000 customers, including nearly 25% of the Fortune 500, rely on Netwrix solutions across hybrid and AI-driven environments. With a 95% customer satisfaction rating, Netwrix offers flexible delivery models that are quick to deploy, easy to use, and built to scale for organizations of all sizes.
