Technology Reseller News sat down with Todd Wilson, Reco’s head of channel alliances, to discuss the transition from static configuration checks to a more identity-centric security model. Drawing on his background at Netskope and AppOmni, Wilson notes that standard security tools often fail to account for user behavior within applications. He adds that Reco addresses this via its App Factory, which aims to secure new or niche applications within three to five days. Wilson says doing so quickly helps partners address the rapid adoption of shadow artificial intelligence and the frequent introduction of new software tools.

Regarding the Reco partner model, Wilson says the focus is on providing an immediate return on investment by identifying unused licenses and ghost accounts. These findings are designed to offer customers direct cost savings. Beyond software sales, Wilson suggests that the platform’s data allows managed service providers to establish recurring service lines, like software-as-a-service health checks or AI audits. This approach is intended to transition resellers into advisory roles rather than focusing solely on one-off transactions.

Wilson further addresses the technical demands on partner teams, stating that automation can help manage security environments without requiring significant increases in specialized staff. Looking toward 2026, the channel leader emphasizes that SaaS security will likely require automated governance to manage the growth of AI agents and decentralized application use. He concludes by highlighting that ongoing partner enablement will be necessary to navigate these shifts in the SaaS landscape.

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