AccelOps Reaches Out to MSPs with Channel Program Emphasizing Margins

AccelOps Reaches Out to MSPs with Channel Program Emphasizing Margins

AccelOps' new channel partner program will focus on providing higher discounts to partners and ensuring deal protection for multiple-year contracts. Here are the details.

Security intelligence provider AccelOps launched a new channel partner program this week that will focus on providing resellers, service integrators and MSPs with additional discounts for selling the company’s solutions.

Newly minted Channel Sales Director John Allen will spearhead the program, which provides a baseline discount of 25 percent to partners. This number will increase to 35 percent after resellers meet a $200K revenue goal within a 12-month period, according to Allen.

“We’re trying to enhance our partner community; we’re really trying to incentivize them,” said Allen, in an interview with MSPmentor. “We’re really looking for more than warm bodies – people who are actually involved and engaged and [actively] selling, so we want to give them a higher discount.”

AccelOps’ program features four partner levels, beginning with the baseline referral level and moving up to the top-tier MSSP partner level. The referral level will not offer resellers the 25 point margin on sales, but will serve as an entry point for resellers looking to share deals with the company.

The program will also focus on providing partners with deal protection and growing recurring revenue streams, with partners retaining protection on year two and beyond for their subscription renewals, according to Allen. Partners with active deal registrations will be eligible to receive a free 25-device internal-use license as well.

“One of the things I’ve noticed in the industry is that a lot of manufacturers are not securing their incumbent renewals for subscription revenue,” said Allen. “They’re making [partners] fight all over again for it. So we’re protecting partners on year one deal registration as well as for every year after that.”

The program will include a new partner portal that will serve as a hub for training and education as well as a place where interested MSPs and resellers can apply to become partners, said Allen.

In addition to its channel partner program, AccelOps also announced the general availability of AccelOps 4.4, which includes a threat intelligence center in addition to new APIs and file integrity monitoring with a new Windows PC agent to monitor file integrity.

Currently, AccelOps’s indirect sales make up about 80 percent of the company’s total yearly revenue, with MSPs generating 50 percent of its total profit, according to Allen.

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