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Netwrix merged with Stealthbits in early 2021.
March 22, 2022
Netwrix partners have access to a new unified partner program with a single partner portal for Netwrix, Stealthbits, NNT, PolicyPak and Anixis.
Nine products get Netwrix Auditor and Netwrix Data Classification. That allows partners to grow their businesses with Netwrix and earn up to 30% margin for each registered deal.
Melissa Schmulson is Netwrix‘s vice president of North America channel.
Netwrix’s Melissa Schmulson
“When Netwrix merged with Stealthbits at the beginning of 2021, each organization had their own partner program with different margins, requirements and tiers,” she said. “Right off the bat, we knew we needed to streamline this. Later in 2021 Netwrix acquired NNT, Anixis, PolicyPak and Strongpoint, [which] had different partner requirements as well. We knew we needed to create a program that would scale across all the Netwrix portfolio companies as well as promote our subscription-first model.”
Here’s our most recent list of important channel-program changes you should know.
Netwrix worked with legal, marketing and other teams in early 2021 on a new partner agreement, Schmulson said. Partners can leverage one agreement, with one margin structure for any of Netwrix’s companies.
To help Netwrix partners grow with the expanded portfolio, the company implemented:
A three-step onboarding program. Partners enroll in the Netwrix channel environment, fill their pipeline using joint marketing activities and sales tools, and register deals on the partner portal.
A unified deal registration process. Partners can register deals for all 11 products using the same portal.
More than 160 sales and marketing tools.
A consolidated training and certification program. Partners can earn sales, presales engineering and professional services certifications. They can participate in dedicated online sessions with Netwrix subject matter experts at least twice per quarter.
“Prior to the merger, we were getting a lot of feedback from partners on the structure of the previous Stealthbits partner program,” Schmulson said. “Margins were slimmer, and there wasn’t an incentive for partners to sell subscription over perpetual deals. In fact, it was the opposite. We also got feedback from partners on non-registered margin and we wanted to create a program where partners felt motivated to work closely with our team to win even if they did not register the deal. We also connected with other non-competing vendors and got feedback from the community to make sure our program resonated with our peers.”
The new program rewards Netwrix partners on new opportunities and renewals to motivate them to maintain the customer, Schmulson said.
“The program is structured to reward the partners that are most mutually invested in working with us,” she said. “There is a competitive advantage on margin based on the level of partnership. Our goal is to help all our partners get to the top tier. We have an onboarding program designed to help our partners become enabled and uncover opportunities right out of the gate.”
Will McIntyre is SHI‘s senior manager of strategic software, security.
“As a Netwrix and Stealthbits partner, now being able to access just one portal that also includes other lines of business such as NNT and PolicyPak truly simplifies the process,” he said.
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