A10 Networks Boosts EMEA Channel Programme with New Hires
A10 Networks announced the significant ongoing success achieved by its channel programme in 2021, with 23 new strategic partners signed up in the last year and plans to further develop channel initiatives in 2022. At the start of 2021, A10 Networks refocused its five key strategic channel pillars encompassing building ecosystems, channel enablement, lead generation activities, deal registration and working with distribution. At the end of 2021, A10 Networks signed up 23 new partners as a result of this laser focus on its channel, which now comprises over 80 partners and 30 distributors.
Furthermore, A10 Networks continues to work with strategic alliance partners, Dell and Ericsson. These alliances will be a key focus in 2022 driving combined technology solutions that deliver better business outcomes for customers. New business development initiatives are underway within the distribution community with joint-funded resources assigned in territories such as the Middle East, UK&I, Benelux, DACH, Africa and Scandinavia working with distributors such as Exertis, Ingram, Netex, V-Valley, 2SB, MUK and others.
A10 Networks also launched its new Affinity Technical Ambassador programme in EMEA in 2021 which is gaining great traction with strong technical collaborations within key partners underway to harness and enrich the knowledge level of partners. The company has also focused on taking partners on a progressive journey and its Elevate to Elite initiative has been successfully enabling partners to make the transition to Elite partner status.
Chris Martin, Channel Sales Leader for EMEA & APAC at A10 Networks comments: “We’ve seen real positive momentum in the channel in 2021 despite the pandemic. In fact, our virtual offering has meant that we have consistently grown with no negative impact from COVID-19. But this isn’t just off the back of our offerings but also demonstrates how important the channel is in helping customers to protect against the evolving nature of cyberattacks. This increase in attacks combined with the need to operate in a new environment that encompasses both remote and office working and spans both the digital and physical world. It demonstrates just how important it is for enterprises to work with trusted partners. We are also hiring new talent to support our growth. With our programme now firmly established we can concentrate on developing deeper relationships as we focus on working with quality partners.”
Kaspersky Intros New Enterprise Specialisations and Benefits to its Partner Program
Kaspersky United partner program now includes new Enterprise specializations for its Gold and Platinum partners. Rebates for resellers and distributors were also updated, and new compensations were introduced for Proof of Concept and Deployment services.
Kaspersky introduced two new specializations for partners that provide significant advantages when selling and deploying enterprise solutions: Enterprise specialization for Gold and Platinum partners and Enterprise+ for Platinum partners. These specializations allow partners to get additional rebates to drive sales of Expert products, to be eligible for prioritized presale support from Kaspersky, to run joint marketing activities for enterprise solutions, and other benefits. Partners offering advanced cybersecurity services to their customers, including the deployment of Kaspersky solutions, can get the Enterprise+ specialization. Partners with this specialization will be eligible to receive compensation for POC services and deployment, technical training vouchers, and much more benefits.
The program for distributors now includes two specializations. The Value Added Distributor (VAD) specialization allows partners to get rebates for sales of specific enterprise products, and the Specialist specialization rewards distributors for deployment and POC services on behalf of the partner. Distributors with VAD specializations are focused on driving enterprise product sales to the market, and Specialist specialization is created for the distributors who are eager to deliver deployment and additional services to customers. For MSP distributors in Italy, Iberia, France, North America, APAC, and LATAM, Kaspersky introduced additional rebates for MSP sales.
Kaspersky LMP (License Management Portal) is becoming easier to operate and to search for customers there. MSP partners can purchase an SKU Plus license, which allows them to get 24/7 immediate phone support from the Kaspersky team instead of the standard system of ticketing. Another update for MSPs includes a possibility for partners to buy Kaspersky Professional Services on behalf of the MSP, and Kaspersky will help with its expertise in deployment, implementation, etc.
“The introduction of the new Enterprise specializations reflects the shift in our corporate strategy, as we have extended our secure-by-design solution offering to enterprise customers globally. We believe they create additional opportunities for our channel partners to leverage the global cybersecurity trends and to address the growing cybersecurity customer concerns. These changes can be a great opportunity to grow businesses both for our partners and us,” comments Kirill Astrakhan, Executive Vice President at Kaspersky.
CyberKnight Partners With Citalid
CyberKnight has partnered with Citalid, a leading providear of solutions in the CRQ domain. According to the companies, the platform merges threat and business intelligence to detect risk scenarios and actively measures potential financial risk exposure.
Citalid claims that it is the only solution that combines the advanced and constantly evolving knowledge of cyber threats with AI, and then simulates the ROI of security investments. The platform assesses the defensive maturity of the target by utilising globally recognised evaluation criteria such as CIS 20, NIST, ISO, and others.
“Citalid complements Security Scorecard, our Cybersecurity Risk Rating Platform vendor, by importing Security Scorecard’s ratings for assessing and quantifying the risk posed through third parties. Adding Citalid’s Cyber Risk Quantification (CRQ) platform to our Zero Trust Security focused portfolio will support regional organizations with mitigating risks, predicting impact, prioritising investment, and making smarter decisions around cyber risk,” commented Avinash Advani, Founder & CEO at CyberKnight.
“Not every risk is created equal. Cyber Risk Quantification allows organizations to simplify predictions of the impact and likelihood of different types of cyber-attacks. Having CyberKnight as our Middle East value-added-distributor enables us to extend our footprint in the region and embed our global CTI expertise into their best-of-breed portfolio.” added Jerome Vosgien, Head of Partnerships at Citalid.
Forcepoint Launches Global Managed Security Service Provider Program for Forcepoint ONE SSE
Forcepoint has introduced its Managed Security Service Provider (MSSP) program for service providers, distribution partners, and other resellers. With managed services based on the Forcepoint ONE Security Service Edge (SSE) platform, Forcepoint partners can simplify Zero Trust security and gain predictable, repeatable revenue streams through cloud-first, hybrid-ready security.
Forcepoint ONE also allows partners to quickly differentiate their security offerings with Data-first SASE, integrating SSE with connectivity through FlexEdge Secure SD-WAN solutions. Forcepoint MSSP partners can help enterprises and government agencies turn security into a competitive advantage by increasing productivity, streamlining costs, and simplifying regulatory compliance.
“As more and more organizations look to MSSPs for their cybersecurity solutions, the opportunity for partners is absolutely massive with market growth to $53.22B expected in the next several years. And every customer we speak to is on a path to SASE, with many looking to
MSSPs for pay-as-you-go solutions that stop threats and data loss while letting users access information and apps securely on any device,” said Myles Bray, Chief Revenue Officer at Forcepoint. “Forcepoint ONE allows MSSP partners to fast forward their journey to Data-first SASE through the delivery of security convergence, subscription model, and business tools that enable partners to reduce complexity for mutual customers, drive recurring revenue, and quickly scale their service offerings.”
“Forcepoint’s data-centric focus on security aligns with our vision for proactive protection, detection, and remediation,” said Raluca Saceanu, CEO of Smarttech247, a Forcepoint partner. “Smarttech247’s hosted and managed services centered on Forcepoint ONE SSE cloud-native and Forcepoint enterprise data security solutions allow today’s enterprises to manage risk holistically and simplify security operations. This is a game-changer when adversaries are constantly finding new ways to steal confidential data.”
As a channel-first company, Forcepoint will help partners quickly incorporate SASE into their services through its MSSP program. Using the Forcepoint management portal, partners can update customer configurations and offer multi-tenant services with a few clicks. Subscriptions with simple billing help providers scale their profitability when end-user licensing needs change. With no significant up-front expenses, partners can offer Forcepoint ONE and Secure SD-WAN solutions quickly over the Internet and customers can add more services anytime.
Forcepoint also provides enablement and training support, including channel managers dedicated to building business plans with MSSPs and distribution partners. Additional Forcepoint MSSP benefits to partners include:
- Unified Management: The Forcepoint ONE all-in-one console offers a single set of policies for securing remote, hybrid, and office workers.
- Modern: Strong Zero Trust data security delivered with a cloud-native SASE architecture.
- Global: Available everywhere, with 300+ points of presence for managed devices and agentless support for BYOD.
- Reliable: 99.99% uptime since 2015.
- Profitable: Cost-competitive, higher margin services.