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The four-tier program – elite, premier, authorized and referral – features increased margin, deal registration, an online demonstration environment and co-marketing activities. It’s geared toward integrated solution partners, MSPs and resellers.
Patrick McBride, Claroty’s chief marketing officer, tells Channel Partners this is a formalization of his company’s partner program.
“We have an unbelievably rich set of partners (for our company’s age), but we needed to add structure and make sure we matured a program that ensured our partners would be very well taken care of. With Claroty’s addition of Ramse Rogers as senior director of channel sales, we are well on our way.”
The program heavily emphasizes product and sales training to allow partners to more quickly identify opportunities and accelerate their sales cycle, the company said.
“Market growth, sales growth and support for customer implementation are driving our need for a more formal partner program,” McBride said. “We already had several, very high-profile partners and we are getting significant inbound interest for other potential partners because cybersecurity for industrial control systems has become a very rapidly growing market. We need help in working the large number of sales opportunities that are emerging globally and many of our customers are very large enterprises, so they need help in rolling out technology to many different sites.”
Claroty launched in September 2016 with $32 million in funding and introduced its platform built for securing and optimizing critical infrastructure networks.
“The Claroty Vision program is the foundation for our overall channel program,” McBride said. “It encompasses a range of partner types from very large industrial automation and control vendors like Rockwell Automation and Schneider Electric, to reseller consulting firms, MSSPs and solution providers.”
Other new partners include KPMG Argentina, Dimension Data/NTT Security and OYLO.
“Operational technology (OT) security is mission-critical for many of our industrial clients, so choosing the right partner was extremely important and Claroty was clearly the right choice for us,” said Warren Small, vice president of Dimension Data’s security business unit. “We were particularly impressed with their ability to discover and eliminate vulnerabilities and insecure connections, comprehensive anomaly detection, and their broad coverage of industrial protocols.”