The program provides new opportunities for MSPs and MSSPs.

Edward Gately, Senior News Editor

July 9, 2020

3 Min Read
Online Training

Vectra AI on Thursday rolled out an expanded and enhanced global channel program, new partner training and commercial market expansion.

The new program upgrades the overall framework and increases investment in partner relationships. It also allows partners to drive their business while Vectra AI focuses on ensuring customer success.

Vectra AI provides network detection and response (NDR).

Jessica Couto is Vectra AI’s vice president of North America channels. She said the global company has three regions and each one had a slightly different partner program.


Vectra AI’s Jessica Couto

“We also have seen an increase in the types of partners wanting to deliver the benefits of the Vectra offering to their customers,” she said. “This includes partners that deliver services and those that provide managed services. We needed to expand our program to those new types of partners. Lastly, we wanted to devise a single, standard global program to assist the company with rapid scale while remaining easy to work with.”

3 Sales Approaches

The Vectra AI partner program now offers three categories based on the organization’s market approach. Those include: reselling Vectra; delivering Vectra services with partner solutions; and implementing Vectra as a managed service.

The company further customized the program into tiers based on each partner’s level of commitment. That ensures they can design the program to fit their unique needs, according to Vectra AI.

Ambassador partners have demonstrated higher levels of capability and performance. Authorized partners are in the early stages of their relationship with Vectra. And they will take part in the new sales accreditation and technical certification training.

The program provides new opportunities for MSPs and MSSPs, Couto said.

“This was a key area of focus and we have built out standard discounts globally as many of the MSPs/MSSPs operate globally,” she said. “We have several new online trainings and certifications to equip partners in supporting their customers. Vectra is focused on enablement, customer experience and community for all our partners.”

Vectra AI listened and gathered partner feedback to design the program, Couto said.

“We took what they appreciated and what they thought should be improved about the current program as the foundation for this program,” she said. “A top priority was a program that could cater to their various business models. Additionally, we consulted with analysts as well for input to ensure that the end result was adaptable in the short and long term so as to keep it easy, simple and rewarding no matter how many partners we have.”

Expanded Benefits

The program features expanded partner benefits. Those include: financial incentives, a partner portal, global training and partner tools. It also offers attack simulation, demo and virtual labs, global support, and marketing and go-to-market support.

Enhanced Vectra partner training and certifications allow MSPs and MSSPs to deliver the value of NDR to their organizations.

“NDR is a new and fast-growing offering,” Couto said. “We are ensuring that partners are properly trained and certified so they can differentiate with their NDR expertise. The Vectra offering is flexible to address business models so they can apply multiple approaches to this single platform; plus, the Vectra NDR platform supports cloud, data center and network deployments, with frictionless deployment so partners can use a single platform across the entire infrastructure.”

“It is refreshing to see an industry leader take direct guidance from its customers and partners,” said Tera Davis, co-owner and managing director of Critical Start. “We are excited to participate in the enhanced Vectra program as it will allow us to address the unique needs of our commercial and midsized customers. This newly modernized channel partner program truly allows us to make our engagement with Vectra our own.”

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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