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Network security provider Tufin has launched its new Service Delivery Partner Program, creating an additional revenue stream for partners.
Service delivery partners (SDP) are Tufin-certified experts on the company‘s orchestration suite, and are trained and enabled in security policy orchestration. They work closely with Tufin engineers to understand best practices in implementation and configuration of the Tufin suite.
Raj Motwane, Tufin’s vice president of global services and support, tells Channel Partners that as his company’s install base grows, partners are interested in “doing more with Tufin.”
“We started working with a few one-on-one, and we realized it was time to create a program to formalize the model and help more partners be successful in the post-sale activities,” he said. “Tufin Orchestration Suite is an evolving product suite, and by building this program we are able to keep select folks (SDPs) up to speed (at a technical level) on how best to implement and leverage features [and] functionality.”
Inaugural partners include AERAsec Network Services and Security GmbH, Exclusive Networks and G2 Deployment Advisors.
“AERAsec’s participation in Tufin’s Service Delivery Partner Program has enabled us to take our business to new heights,” said Matthias Leu, AERAsec’s managing director. “As certified Tufin experts, our team can now play an even larger role in helping our customers get the most value out of their Tufin deployments. Not only does this strengthen our customer relationships and position us as trusted advisers, but it’s also a new avenue to help grow our business.”
Tufin offers two tiers for SDPs: partners that deploy Tufin SecureTrack and SecureChange; and partners that provide the service delivery capabilities, as well as the advanced ability to build and support Tufin suite customizations, including custom reports, third-party API integrations, automatic import functionality, advanced unified security policy configurations and scripted conditions.
In addition to the SDP certification, participating organizations receive: professional services business referral opportunities; membership in Tufin’s virtual delivery bench; access to Tufin best practices and tools; road-map reviews and workshops; and direct access to Level 2 support.
“The Services Delivery Partner Program is vital to our channel strategy,” Motwane said. “It deepens our relationship with partners. Service-delivery partners will be engaged for the full customer life cycle with Tufin and Tufin Orchestration Suite.”
Last week, Tufin announced it appointed Michael Menegay to vice president of global channels. In this role, he will build and execute channel sales strategies to accelerate growth for Tufin and its channel partners.
His background includes roles as channel chief at McAfee and Macromedia, worldwide executive director at Dell SaaS/cloud solutions, and founder and owner of his own $100 million-plus partner organization.
“The value that Tufin brings to its partners is second to none,” Menegay said. “The increasing demand for network security policy orchestration solutions combined with an accessible and lucrative channel program set the foundation for a mutually beneficial business. There is tremendous opportunity in partnering with us.”