Forescout is planning to increase its business through the channel this year.

Edward Gately, Senior News Editor

July 16, 2021

3 Min Read
Latest update

Forescout, the device visibility and control provider, has updated its Envision partner program to make it more predictable, straightforward and profitable.

Forescout last enhanced Envision in early 2020.

Companies everywhere across every industry are struggling to defend their networks against unmanaged devices, including IoT and OT. Forescout partners have an opportunity to help them develop a strategy to identify, segment and enforce policies against those devices.

Keith Weatherford is vice president of worldwide channel sales at Forescout.


Forescout’s Keith Weatherford

“As we entered into fiscal year 2021, we wanted to make enhancements that would continue to bolster our Forescout Envision program core values — profitability, predictability, consistency and engagement. The changes we made significantly improved both profitability and predictability.”

Envision Updates

First, Forescout updated its deal registration program to allow its pricing to be more predictable for partners and competitive in the market.

Here’s our most recent list of important channel-program changes you should know.

In addition, it’s relaunching and increasing the number of business deals registered through teaming plans. That allocates margin to partners who support Forescout’s efforts throughout the sales cycle.

Forescout has worked with its sales leaders around the world to ensure the company is “locked-in” on its focus partners in each region. Its goal is to have at least one-half of the business in each sub-region flow through the corresponding focus partners.

Moreover, Forescout is changing the technical resource requirements for its service delivery partners. Instead of requiring three Forescout certified engineers (FSCEs) for each partner, it will now only require one. This will reduce the barrier of entry for partners to capture more margin over the lifetime of a customer and build strong businesses based on the services delivery component.

Also, the Forescout Forerunner program will provide partners with a technical community to support them. This will give them access to the same technical resources as its internal teams and the opportunity to provide feedback on existing products, submit trouble tickets and gain insights into the company’s road map.

Finally, Forescout is adding new channel team members.

Partner Input Guided Changes

“Partner input always affects our priorities and helps guide us to the next phase of program changes,” Weatherford said. “These changes were no different. Our channel account managers are the best in the industry. These individuals are often the voice of our partners as they spend extensive amounts of time listening to the needs of our partners. In this case, the CAM team was very vocal entering into fiscal year ’21 on the changes that needed to be prioritized.”

These changes actually go against current trends, he said.

“Our competitors’ programs reduce program discounts as discounts increase,” Weatherford said. “At Forescout, we decided to lock in our program discounts regardless of our discount levels. This ensures we deliver on profitability, predictability and consistency.”

Forescout did 79% of its business through the channel in 2019 and 93% in 2020, he said. It plans to drive even more business through partners in 2021.

“Partner margins selling and leading with Forescout will be greater for partners teaming with Forescout versus our competitors,” Weatherford said. “We also encourage and enable partners to lead with their services as well. We protect the incumbent partner at renewal time to ensure partners achieve multiple years of profitability, in addition to the opportunity to continue to grow and expand by adding new modules to help customers continue to secure their network.”

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Edward Gately or connect with him on LinkedIn.

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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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