AlienVault Vet Joins ActivTrak to Lead Global ChannelAlienVault Vet Joins ActivTrak to Lead Global Channel
ActivTrak's solution can be configured to provide immediate visibility and reporting.
February 28, 2020
Tharp will work closely with ActivTrak’s product, sales and marketing teams to implement the company’s global channel strategy targeting MSPs. Her responsibilities will include building out ActivTrak’s channel enablement, partner support and incentive programs to expand new routes to market, and drive growth and revenue in financial services, health care, retail and other vertical industries.
Tharp tells us it’s “always great to join an organization that’s enjoyed early channel success.”
ActivTrak’s Andrea Tharp
“That being said, it was very clear that there are opportunities to expand the markets served while we also expand the product portfolio,” she said. “Now that we’re getting more advanced in our solutions to meet our partners’ (and their customers’) needs, our go-to-market channel model needs to evolve with us. The biggest changes are in operational infrastructure, content and training, as well as program enhancements to best align with our partner’s businesses. Examples include a highly targeted MSP program where we’ve introduced usage-based pricing, consolidated billing and dedicated technical account managers to name a few.”
Previously, Tharp served as director of channels at AlienVault – now AT&T Cybersecurity – where she helped launch and grow the MSSP channel program. She also has held high-profile sales and channel positions at SolarWinds, Infocyte and Dell.
“The experience gained at AlienVault will serve as a great foundation to what we can achieve here,” Tharp said. “Whether collaborating with partners to successfully sell, deploy and support ActivTrak solutions, or coaching service providers on how to incorporate ActivTrak into existing security or compliance-oriented offerings, the knowledge and experience gained from the AlienVault program will be invaluable. We will also lean on lessons learned when it comes to incentivizing and recognizing the success of partners in boosting sales and ensuring ActivTrak solutions reach the market faster. The cornerstone of our program is our commitment to excellence with transparency, predictability and fairness. Through all of the years of my experience, I have found those foundational elements are top of mind with the broader partner community, too. ”
Tharp said meeting with as many partners as possible is at the top of her to-do list and “learning where we can improve while also launching programs to reach new markets, increase partner engagement, drive recurring transactions and reward partners wherever possible.”
With more than 5,000 customers, ActivTrak’s solution can be configured to provide immediate visibility and reporting.
“I’m thrilled to have Andrea join our team at such an important point in our growth trajectory,” said Rita Selvaggi, ActivTrak‘s CEO. “Her expertise and leadership in building and leading a channel organization will be instrumental in expanding our go-to-market strategy and relationships with MSPs, system integrators and resellers as they embrace and extend our workforce productivity platform.”
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