**Editor’s Note: Click here for a list of July’s important channel-program changes you should know.**
Security platform provider LightCyber is rolling out its first partner program to standardize its work with partners and support growth.
The Channel Alliance Program offers training, tools and certification. LightCyber said it is “committed to” a 100 percent channel distribution model. The company currently has more than 20 partners.
Jason Matlof, LightCyber’s executive vice president, tells Channel Partners that the company hopes to attract more partners with the new program. It has been supporting its partners on more of an ad hoc basis, he said.
“Right now 20 has been a workable number to train and support in certain target regions, but market demands are increasing and we have need to expand to a much larger regional footprint,” he said. “We need to scale while ensuring the highest levels of quality and customer success to meet regional and vertical demand for Active Breach Detection. By creating the new channel program with formal training and certification, we can accomplish these goals.”
The new program offers: online training for sales and technical sales engineers; an online lab for simulating a targeted attack and interpreting breach indicators; an online partner portal with digital co-branded support and other marketing features; and co-selling and evaluation support.
“Fortunately, our executive team and all of our marketing and sales leadership have extensive experience in networking and security channel sales models,” Matlof said. “We have created the channel program from that rich experience and from best practices we have seen across the industry. With nearly two years of selling experience, we also know customer expectations, so the program prepares and equips the partners to meet or exceed customer requirements.”
Founded in 2011, LightCyber’s products have been deployed by customers globally in the financial, legal, telecom, government, media and technology sectors.
Secure Data Solutions is one of LightCyber’s partners. Mark Bordelon, its president, said the formalized program “increases the support and cooperation that drives our business.”
“With the vast need to enable our customers to quickly detect an active breach, we are building focus and expertise around LightCyber,” he said.
The new program is “essential” to LightCyber’s growth and ability to meet market needs and demand, Matlof said.
“Our Magna platform successfully solves the data breach crisis that is increasingly among the top priorities of every enterprise organization,” he said. “With increasing recognition of the problem in the user community, our investment in channel development is a way to help us scale up to meet this growing demand.”