Proofpoint Expands Channel Strategy with AI-Native Security Platform for MSPs and SMBs

In a recent interview at the Channel Partners Conference and Expo 2026, Craig Galbreth, “the voice of the channel,” sat down with Jason Henry, Vice President of MSP Platform Sales for the Americas at Proofpoint.

The discussion highlighted Proofpoint’s strategic moves following its acquisition of Hornetsecurity, including the launch of a new channel program and an AI-integrated security suite tailored for managed service providers (MSPs) and small-to-medium businesses (SMBs).

The deal, announced in May 2025, brings in the Germany-based provider of AI-powered Microsoft 365 security, data protection, compliance, and security awareness solutions. Hornetsecurity serves MSPs and SMBs, with nearly $200 million in ARR and ~20% YoY growth.

Building a New Channel Market Post-Acquisition

Henry, who previously worked at Hornetsecurity, described the acquisition as an exciting period for the company. In his role, he is spearheading the development of Proofpoint’s channel strategy in the Americas, centered around the new Total Protection 365 suite.

Proofpoint operates as a pure channel-focused organization. It partners with major distributors to reach MSPs and their end customers. The company supports MSPs not only with technology but also with tools to address customer challenges and effectively communicate the value of the new platform.

AI as Core to Operations and Security

A key theme was Proofpoint’s deep integration of artificial intelligence. Henry emphasized that AI is “native to everything we do,” drawing from his background in data management and transformation where machine learning has long been foundational.

In the security platform, AI enhances usability through features like natural language querying for reports and agent-based tools that help users quickly find needed information. On the sales side, it streamlines operations, reduces friction, and improves messaging accuracy. Henry stressed using AI to simplify processes rather than add complexity: “It’s really about how do we use AI effectively to make things easier.”

The company also recently released advancements in email and data security designed for the agentic workspace, reflecting broader AI adoption in threat protection.

Targeting the SMB Market Through MSP Partners

Proofpoint is making a significant bet on the SMB segment, which Henry noted represents a market opportunity exceeding $100 billion in the Americas. The ideal partner and customer profile includes MSPs serving growing businesses that require robust protection against evolving threats.

For partners visiting the booth, Henry’s core message was clear: Proofpoint is building an easy-to-use, streamlined protection platform specifically tailored for the MSP market and SMB needs.

Outlook

The interview underscores Proofpoint’s commitment to channel-driven growth, leveraging its expanded portfolio post-Hornetsecurity acquisition to deliver AI-powered, user-friendly security solutions. By focusing on MSP enablement and SMB protection, the company aims to simplify cybersecurity in an increasingly complex threat landscape while empowering partners to drive business growth.

This positioning aligns with broader industry trends where AI integration and channel partnerships are critical for scaling effective security solutions.