AttackIQ, a “continuous security validation provider,” on Tuesday unveiled its new Accelerate Channel Program and has adopted a 100 percent channel sales model for its AttackIQ platform.
The value-based program offers a suite of benefits including sales and technical enablement, and marketing support for three distinct partner segments: service providers (MSPs, MSSPs and SIs), VARs and security consultants.
Dan Sibille, AttackIQ’s vice president of global alliances and channels, tells Channel Partners that interest from a broad array of security partners from several differing segments required a formal channel program with structure. This is the company’s first official partner program.
“It was based largely on my past experience, previous channel program successes and recent partner inputs,” he said. “We previewed the program and its key components to a few select partners prior to formalizing (discounts, market development funds, training [and so on]).”
Key benefits of the program include: consistent criteria and benefits globally; a discount structure and margins based on partner segments, “compelling” discount and margin for registered opportunities; sales, technical and services curriculum and certifications; MDF and marketing support; and lead sharing from various AttackIQ marketing sources.
“Most startups struggle with providing stable list prices as the brand is too new and not established,” Sibille said. “Therefore, providing a more traditional discount off of list price alone wasn’t going to provide the resellers with the compelling margin that I desired. Hence the guaranteed margin structure (transact, influence and register).”
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Accelerate also offers joint selling with AttackIQ sales and sales engineering teams; pre-sales and post-sales technical assistance and support; sales and marketing tools; and participation in the global partner advisory council.
“[Accelerate is] now an integral part of our overall global go-to-market and long-term business strategy as it targets and provides benefit to the key partner segments that we feel are most important to our business and revenue growth ahead,” Sibille said.
“With the introduction of the Accelerate Channel Program, AttackIQ is formalizing a mutually beneficial program, partner community and sales model that we are excited to join,” said Bill Strub, NaviLogic‘s president and CEO. “The AttackIQ platform is a proven, reliable and simple solution to implement providing great value to our customers. It also helps our team continuously validate whether new and existing security controls in our customer environments are operating as intended and elevates our understanding of their needs.”