Fortanix built the program to fuel global growth.

Edward Gately, Senior News Editor

April 1, 2021

2 Min Read
Number One

Fortanix partners now have access to the company’s first partner program led by its new area vice president of Americas channels Scott Hoard.

The Fortanix Partners First program enables resellers to grow their business by helping customers protect their data in the cloud. It leverages Fortanix Data Security Manager, a unified key management and data security system that works across Azure, AWS and Google Cloud.


Fortanix’s Scott Hoard

Hoard joined Fortanix in February. Prior to Fortanix, he held channel leadership roles at Corelight, Kenna Security, A10 Networks, and Barracuda Networks.

“Like many companies, Fortanix got started working with a few very large companies as development partners for the product,” he said. “The problem with this model is you just can’t reach many customers.”

There’s also been strong inbound interest from partners in the absence of a program, Hoard said. That made it the right time to launch Partners First.

Here’s our list of channel people on the move in March.

Fortanix has always been a channel-friendly company, Hoard said. But it’s now invested in building a channel program and supporting structure to fuel the growth globally.

Partner Input Fueled Program Design

Hoard said partner input has been central to the design of the program:

  • Strong deal registration. Security deals can take time because this is a critical decision for customers. The program rewards incentive discounts on registered deals.

  • Margin protection. Adding a new product line can be risky and requires investment. The program ensures partners get a profitable start on their first deals by guaranteeing strong margins.

  • The program is simple and straightforward for partners to qualify.

“Partners are defining a new role for themselves in a cloud-centric IT infrastructure,” Hoard said. “Fortanix’s solution is an opportunity to directly profit from customers’ move to the cloud by solving the very timely challenges of cloud data security. This is an opportunity to carry existing expertise and relationships forward into the new world.”

Randle Moore is chief strategy officer at Fulcrum Technology Solutions, a Fortanix partner.

“As the latest wave of high-profile breaches has demonstrated, many customers are struggling with security in the new digital world,” he said. “Addressing these concerns has long been a core part of our business, and now we can expand it even further with Fortanix.”

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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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