The new program is an addition to Trend Micro’s overall partner program. The company has nearly 35,000 registered partners globally, and the new program has about 24 partners to date.
Partha Panda, Trend Micro’s vice president of global channels and strategic alliances, tells Channel Partners that the company recognized the need to work with CSPs that are performing a wide array of tasks.
“Due to the unique requirements and the engagement model for these partners, it made sense to have a new program that fits within our overall partner program, dedicated to these born-in-the-cloud partners, which comes with its own benefits and requirements,” he said.
Trend Micro’s Deep Security offering is integrated with cloud offerings from AWS, Microsoft Azure, VMware vCloud Air, IBM Cloud or a CSP’s own public cloud.
The new program enables CSPs to address security and compliance requirements for customers adopting the cloud, while expanding the scope of their services revenue, according to the company. Additional benefits include competitive financial and technical advantages to help partners grow their business.
“We have done extensive research and worked with analysts, cloud platform providers, born-in-the-cloud service providers, MSPs and our existing channel partners to better understand the unique requirements of these partners,” Panda said. “The new partner program for CSPs is the outcome of research performed over the past eight to 10 months. The big differentiation for these partners is the sales motion and the initial engagement requirements.”
CSPs will have access to certification and product training through the partner program, in addition to 24/7 support. They also will have access to sales and marketing programs, and educational and support resources, including a sales library of product data sheets, customizable customer presentations, success stories and videos through the partner portal.
“Together, we deliver on a shared responsibility security model – Microsoft provides a secure infrastructure and Trend Micro protects the data that is put on the cloud,” said Nicole Herskowitz, Microsoft Azure’s senior director of product marketing.
Panda said the new program is a “very strategic part” of Trend Micro’s plans for 2015 as it further leverages its cloud security leadership through the channel.
“Security concerns continue to be the biggest inhibitor of cloud adoption, so we will be using this partner program to help CSP partners embed security in their offerings to address their customers’ security concerns,” he said.