… consistent double-digit top line growth, a $150 million growth equity investment in October 2017 and our drive for innovation.
CP: How do you expect your channel strategy to evolve over that time frame?
UL: We are currently realigning our channel program from local and regional resellers to global systems integrators and other emerging partners; however, our goal is to have a consistent approach to channel sales regardless of geography. Skybox has launched a new program that rewards our partners’ performance and behavior, as well as providing self-service tools, such as marketing campaigns, a partner portal and a cloud-based testing lab, which will drive partners to be more successful. Finally, we are broadening our use-case selling practice to allow our partners to be better aligned with their customers’ priorities.
CP: What didn’t we ask that partners should know?
UL: As a partner-focused company, we strive to make it easy for our partners to do business with us. Our platform does not displace any other reseller security or networking technology. In fact, we integrate with more than 120 security and networking products in use by enterprises today — helping to increase ROI. Because we integrate with so many technologies, we help partners maximize the investments they have made with other vendors. We help drive a joint proposition with those vendors, creating high-margin, cross-selling revenue streams. This also benefits the customer, who is ultimately looking for a holistic security view across the range of products and technologies they have installed, by making sure the technologies are configured and tuned up to mitigate existing exposure and risks.
When all’s said and done, we pride ourselves on our integrity and trustworthiness. We value the partners’ business, and in several instances, our partners (resellers, distributors, VARs and MSSPs) are not only including the Skybox Security Suite in their offering — they have become customers themselves. Through our partnerships, they have seen the value of our integrated security management solutions both from a business [and a] security perspective.
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