European Investor
18 Aug 2026, 17:23
Zscaler Expands Carahsoft Partnership to Target SMB and Mid-Market Cybersecurity Demand
Zscaler (NASDAQ: ZS) announced an expanded partnership with Carahsoft Technology on Tuesday aimed at bringing its enterprise-grade Zero Trust security platform to more small and medium-sized businesses and mid-market customers in the U.S.
The partnership will extend the reach of Zscaler’s Zero Trust Exchange through Carahsoft’s reseller and distribution network, with simplified pricing, standardized security packages and faster deployment designed specifically for smaller organizations.
Zscaler Targets an Underserved Cybersecurity Market
The initiative represents an effort by Zscaler to expand beyond its traditional large-enterprise customer base. SMB and mid-market companies increasingly face ransomware, phishing and identity-based attacks similar to those targeting large corporations, but typically operate with smaller cybersecurity teams and tighter IT budgets.
Under the expanded partnership, Zscaler will offer curated Zero Trust Exchange bundles and deployment accelerators intended to reduce implementation complexity. Pricing and packaging will also be adjusted to provide more predictable costs, while Carahsoft's reseller ecosystem will support procurement and deployment.
The companies will additionally provide partners with standardized onboarding processes, reference architectures and co-selling programs designed to accelerate customer acquisition.
Expanding the Addressable Market for Zero Trust
For Zscaler, the partnership could broaden the addressable market for its cloud security platform by making its technology more accessible to organizations that may previously have considered enterprise Zero Trust deployments too complex or expensive.
Zscaler's cloud-native Zero Trust Exchange replaces traditional appliance-based security architectures by connecting users, devices and applications without relying on implicit network trust. The platform currently operates across more than 160 public exchanges globally, alongside thousands of private exchanges at the edge.
The expanded Carahsoft relationship is therefore primarily a distribution and market-expansion initiative rather than a new product launch. By simplifying deployment and pricing while leveraging an established reseller network, Zscaler is seeking to capture cybersecurity spending from the large SMB and mid-market segment as demand for cloud-based security continues to grow.
Zscaler (NASDAQ: ZS) announced an expanded partnership with Carahsoft Technology on Tuesday aimed at bringing its enterprise-grade Zero Trust security platform to more small and medium-sized businesses and mid-market customers in the U.S.
The partnership will extend the reach of Zscaler’s Zero Trust Exchange through Carahsoft’s reseller and distribution network, with simplified pricing, standardized security packages and faster deployment designed specifically for smaller organizations.
Zscaler Targets an Underserved Cybersecurity Market
The initiative represents an effort by Zscaler to expand beyond its traditional large-enterprise customer base. SMB and mid-market companies increasingly face ransomware, phishing and identity-based attacks similar to those targeting large corporations, but typically operate with smaller cybersecurity teams and tighter IT budgets.
Under the expanded partnership, Zscaler will offer curated Zero Trust Exchange bundles and deployment accelerators intended to reduce implementation complexity. Pricing and packaging will also be adjusted to provide more predictable costs, while Carahsoft's reseller ecosystem will support procurement and deployment.
The companies will additionally provide partners with standardized onboarding processes, reference architectures and co-selling programs designed to accelerate customer acquisition.
Expanding the Addressable Market for Zero Trust
For Zscaler, the partnership could broaden the addressable market for its cloud security platform by making its technology more accessible to organizations that may previously have considered enterprise Zero Trust deployments too complex or expensive.
Zscaler's cloud-native Zero Trust Exchange replaces traditional appliance-based security architectures by connecting users, devices and applications without relying on implicit network trust. The platform currently operates across more than 160 public exchanges globally, alongside thousands of private exchanges at the edge.
The expanded Carahsoft relationship is therefore primarily a distribution and market-expansion initiative rather than a new product launch. By simplifying deployment and pricing while leveraging an established reseller network, Zscaler is seeking to capture cybersecurity spending from the large SMB and mid-market segment as demand for cloud-based security continues to grow.
