Netwrix Reboots Channel Program for its Change Auditing Technology
You’ve heard the adage before: you’re only as good the tools and policies you adopt. As an MSP, you have a plethora of options at your disposal. For remote monitoring and management. For professional services automation. And for IT Infrastructure Library (ITIL) service desk support.
Netwrix is hoping you will consider adding one more tool to your portfolio to make it easier to keep track of when changes are made to your customers’ systems, who made them and what they impact.
Instead of manually searching through reams of log data to find this information, Netwrix’s change auditing software automatically tracks these events and provides you a simple snapshot of what’s going on inside your customers’ systems.
The certainty Netwrix Auditor provides can help you increase your customers’ security, maintain their regulatory compliance and better understand how changes impact the efficient operating of their systems. At least that’s the company’s pitch.
Founded in 2006, the company has built a customer base that includes household names such as IBM, Disney, Chevron and more. While most sales are generated by sale reps employed directly by the company, a significant chunk of the company’s revenue was generated by a growing roster of channel companies.
But there was a problem with the company’s “sign everybody up you can” approach to channel building: it wasn’t sustainable. The company couldn’t support, train, recognize and reward all of the partners that had flocked to its program.
Rebooting the partner program
Recognizing this, Netwrix Vice President of Strategic Alliances John Ross decided to reboot the Netwrix partner program, which was launched in 2013, and build it anew from the ground up. While Ross declined to go on record about how many partners were eliminated by the company’s program reboot, he did concede that the partner base be gone from several hundred to several dozen. From there, it will grow—albeit more carefully and with greater thought by the company.
“We made some mistakes but have stabilized,” he said. (Put another way, the company screwed up, he said bluntly.)
But, he insisted in an interview with MSPmentor, the company has applied some well-learned lessons and best practices to its new partner program.
The program is classically tiered one with a Referral level, a Silver one and a Gold. (The more partners sell, the more benefits and discount that can receive.) The program also features a deal registration component, better marketing support and greater commitment from the company’s management team, said Ross.
“We believe Netwrix can help partners in several ways,” said Ross. “With our solutions, a partner can provide customers greater transparency into their IT environments, build out a compliance-as-a-service business and optimize their own internal operations.”
From log data to big data
And that’s just the beginning. The data on system and device changes and their impact, for example, can be packaged and sold as a service to customers and partners alike to better understand where breaches and breakdowns occur and why, Ross said. And soon that capability will be available on more platforms such as Microsoft Office 365 and various cloud services.
Among those who have made a commitment to the company include FishNet Security, which recently merged with Accuvant and is collectively rebranding itself as Optiv Security. The company is one of the largest security consultancies in the country and offers a full suite of services and solutions that helps customers “define their security strategies, identify and remediate threats and risks, select and deploy the right technology, and achieve operational readiness to protect their organizations from malicious attack,” according to the company.
Optiv (né FishNet) is the first NetWrix gold partner, though Ross expects others to soon follow.