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Distil Networks Aggressively Seeks Partners With First Channel Program

Bot detection and mitigation provider Distil Networks on Tuesday launched its first global channel partner program and plans to have 20-30 active partners by year’s end.

Distil's Rob RodierThrough the new program, Distil wants to increase channel sales tenfold within the next year. Channel partners have access to Distil’s full product portfolio, including bot detection and mitigation, API security and threat intelligence.

Rob Rodier, Distil’s director of channel sales, tells Channel Partners that he gives his company’s senior leadership “a lot of credit for not jumping into a channel partner program too quickly.”

“They waited until the product was proven across a variety of industries and that we had the proper resources available internally to ensure that our partners, and their customers will have a great experience working with us,” he said. “In addition, our partners are able to tell their customers that Distil’s solutions have been proven in the Fortune 500 and Alexa Top 500, which will aid them with accelerating sales.”

Distil started sending out its reseller and agent agreements in the first week of October, and it has attracted more than 10 active partners, Rodier said.

“We are lucky to be attracting a wide variety of partners such as security-centric VARs and MSPs, website performance consultants, analytics consultants, cloud consultants, Web/cloud hosting companies and even companies that are in the digital marketing and SEO space,” he said. “In addition, I expect that we will be contracted with one to two major telecom master agents before the end of the year, which will expose our technology to thousands of potential subagents.”

With the new program, Distil channel partners will have access to: dedicated channel sales personnel; deal registration to ensure payment once a sale closes; sales engineers who understand complex Web infrastructure environments; post-sale integration and service delivery teams; and enterprise service level agreements.

“Before year end, we will have partners across North America, EMEA, Russia and Latin America,” Rodier said. “To build out a direct presence in all of these places within a few months would be very difficult. Additionally, our partners have strong relationships with their customers and we are already seeing our sales cycles decrease. The deals will also install faster because the partner is often an expert on the customer’s environment or can at least help facilitate information and answers quickly.”

According to MarketsandMarkets, the fraud detection and prevention market is expected to grow from $8.87 billion in 2014 to $20.5 billion by 2019.

“The sky is the limit,” Rodier said. “We are prepared to scale around the success that we have. We have built aggressive targets into our plans for 2016, and we expect that the channel will prove to be a substantial driver of revenue for us. We will continue to invest in order to ensure that we are successful.”


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