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Menlo Security Rolls Out New Channel Initiatives, Investment

The company's network of distributors, resellers, SIs and MSSPs has grown by 20% in the last 12 months.

Edward Gately

March 23, 2023

3 Min Read
Investment
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Menlo Security has unveiled new initiatives and investment for its Boost channel program. They aim to further support and incentivize partners, and drive international expansion and growth through the channel.

The company‘s network of distributors, resellers, SIs and MSSPs has grown by 20% in the last 12 months as it expands into key regions. That includes Australia, EMEA, Japan and North America. The company has also strengthened its own global channel team, headed up by Todd Wilson, global channel and alliance leader.

The new program initiatives will offer more flexibility and opportunities to collaborate. That includes teaming to provide additional margin, enhanced training and comprehensive go-to-market (GTM) plans. Partners can access reseller and distributor tools for onboarding new customers and provisioning end users.

They’re also getting a new learning management system portal, sales and marketing training, and dedicated sales and pre-sales support.

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

In addition, the company has dedicated 30% of its global marketing budget to invest in partner-led field events over the next 12 months.

New Tools for Menlo Security Partners

New Menlo Security tools to select partners to assess a customer’s level of exposure to highly evasive adaptive threats (HEAT). Those target the web browser and employ techniques to evade multiple layers of detection in security stacks, including firewalls, secure web gateways, sandboxing, URL reputation and phishing detection. The first, HEAT Check, allows customers to run a penetration test to identify if they are susceptible to HEAT attacks.

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Menlo Security’s Todd Wilson

“When I joined Menlo, one of my first priorities was to strengthen our partner program and ensure that we were providing partners with options while providing ways to grow their business,” Wilson said. “In my experience, a tiered partner program is a great way to help not only Menlo be successful, but just as importantly, our partners as well. Coming from other successful channel companies, the need for services and enablement was clear. Investing in our new toolset allows our partners access to self-paced learning options.”

After joining Menlo Security last fall, Wilson met with partners regionally and globally and listened to what they had to say.

“They’ve asked for a program that gives them the flexibility to provide customers with the right solution, which also gives them more opportunities for success,” he said. “This includes things such as teaming to provide additional margin, ongoing training, more content and comprehensive GTM plans. Partners are the key to our growth. In our prior fiscal year, every deal brought to the table was sourced by or for a partner. The investments we have made have allowed partners to become more sufficient and therefore has significantly contributed to our overall bottom line.”

New Global Channel Team Members

Menlo Security also has invested resources in its global channel team. It recently appointed Bryan Grabowski to North America channel director, E. Lauren Wolff as senior manager of partner marketing, and Phil Hillhouse as vice president of sales for the Americas.

The new initiatives and investment will make it easier for partners to work with Menlo Security, Wilson said.

“We’ve enhanced our Boost channel program, which provides innovative engagement with our partners to increase the profitability and efficiency of our global network,” he said. “This is just the beginning of our actions to show our partners the value that they provide.”

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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