Ziften Revises Channel Approach with Activate Partner Program


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Ziften, a provider of visibility and control for client devices, servers and cloud virtual machines (VMs), on Tuesday rolled out a new partner program designed to allow resellers and distributors to deliver global endpoint and cloud security services to customers.

The Ziften Activate Partner Program is designed to “empower the Ziften partner community,” and ensure that partners have the resources they need to successfully sell Ziften’s security offerings while underscoring a “commitment to joint business objectives — growing the customer base and increasing market share,” the company said.

Ziften's Greg McCreight

Ziften’s Greg McCreight

Greg McCreight, Ziften’s senior vice president of worldwide channel sales, tells Channel Partners the program represents a major revision and expansion of the company’s existing channel partner approach. Ziften has always been channel-driven, but outgrew its existing program, which was essentially a single-tier, one-size-fits-all model, he said.

“There were three key drivers for the formation of Ziften’s Activate Partner Program,” he said. “First and foremost has been the growth and maturity of Ziften’s overall security business and the continued momentum we’ve experienced since the launch of our Zenith security platform in early 2017. Second is the focus our partners have on collaborating with Ziften and other technology partners to create differentiated solutions and services, and not simply pushing software. And last but not least has been the acceleration (of) our recently announced collaboration with Microsoft … and the number of new channel-partner relationships this is bringing to Ziften.”

The program includes: financial incentives aimed at encouraging long-term reseller investment and rewarding ongoing success; market development assistance and funds to drive incremental demand and lead generation; and hands-on support from Ziften field sales, sales engineers, technical support and marketing personnel.

“This new program paid special attention to making the entire process from on-boarding to annual planning a much easier process,” McCreight, said. “The formalization of different tiers makes the contracting process quick and simple as we now have plans that fit the different stages of growth each partner might experience. The creation of a standard welcome kit with marketing and training materials speeds partner on-boarding and market success. And our hands-on approach provides ongoing guidance and assistance throughout the life of the relationship.”

Partner input was taken into account when designing the new program, he said. Examples include the desire to conduct local and regional joint marketing activities to drive local and regional demand, tracking and alerting partners in a timely fashion on upcoming customer renewal dates, and a desire to have early access and input into Ziften’s product road map and early notification of upcoming product releases, he said.

“The introduction of the Activate Partner Program highlights Ziften’s commitment to the channel and makes it easier for us to grow the business of our mutual channel partners,” said Donald Scott, Ingram Micro U.S.‘s senior manager of emerging vendor initiative and advanced solutions. “As one of Ziften’s preferred distribution partners with specialization in IT security, Ingram Micro is uniquely positioned to work with Ziften to provide enablement and support for this growing partner network and bring more value to our customers.”

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