… perform several security services with a single deployment, and this results in better customer stickiness. It also creates up-sell opportunities that will lead to increased revenue potential and strengthened value to customers. On average, Skybox customers increase their annual purchase by 30 percent. And, because we integrate with more than 120 networking and security technologies, Skybox can help channel partners maximize the investments they’ve already made with other vendors that may be low margin, but have a high install base. We drive a joint proposition with those vendors, creating high-margin, cross-selling revenue streams.
CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features?
UL: In 2018, we’re planning for enhancements to the Skybox Partner Program that will further the rewards we give to partners for their value-add. We’re also making adjustments to increase partner profitability — such as offering our distributors and partners greater margins. We will have a three-tier model: 1) Skybox Authorized Partner for all resellers, 2) Skybox Premiere Partner, and 3) Skybox Elite Partner for a selection of partners who meet a $1 million-per-year threshold.
All levels, however, will enjoy the benefits of working with Skybox, such as extensive training, discounts, a lead-sharing program and rewards.
We have designed a comprehensive training path administered through our regional field support teams to enable our partners to gain knowledge, skills and deliver added value to their customers around Skybox Security’s solutions. The curriculum starts with online sales training to gain a high-level knowledge of the Skybox offering with the Skybox Certified Sales Consultant (SCSC), and finishes with the Skybox Certified PS Engineer Plus, at which point the partner is self-sufficient from initial conversation to deployment and support.
CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.
UL: In the past three years, we have doubled our worldwide partners to reach close to 350 to date. We are a 100-percent channel focused business. Skybox today works with between 20 and 30 MSSP partners on a highly customized, case-by-case basis, and in general, our partners make between 20-30 percent margin across the board. What’s unique about Skybox is that almost all of our partners are capitalizing on our platform-based selling model, which in return has them tripling their business with us within two-and-a-half years after their initial deal.
CP: Who are your main competitors, and what makes your offering better?
UL: Skybox is the broadest security management vendor in our space, so we don’t compete with any one company on our entire platform — we have competitors that overlap within specific capabilities but no one offers the full functionality of Skybox in terms of a whole platform offering. This means that for us and our resellers, the net penetrable market is largest for Skybox.
CP: How do you think your technology portfolio will change in the next three years?
UL: Skybox is investing heavily in R&D and product management to improve our solution and continue to meet leading industry challenges. This includes extending our security-management capabilities to virtual and cloud networks, as well as operational technology found in critical infrastructure organizations. In addition, we will be adding further analysis, automation and orchestration capabilities in 2018. We are fueled by …