Palerra Introduces First Global Partner Program

Palerra debuted its first formal partner program recently, as the cloud security automation provider seeks to expand its indirect sales efforts and provide resellers with exclusive benefits for their business.

Prior to the introduction of the program, Palerra only sold through the channel on a case-by-case basis, with no formal indirect sales program in place. However, the launch of the global program is expected to help the company spark reseller interest in its SaaS solution by offering sales and marketing materials, monetary incentives and a host of educational and demo services to help get partners sell the company’s LORIC platform.

Solution providers also can extend their business reach among customers using Salesforce (CRM), Microsoft (MSFT) Office 365 and AWS (AMZN) through the program, according to the company.

Unlike other programs, however, Palerra is dividing its program among resellers and referral partners with separate programs for each category. The Palerra Channel Program is available to partners who resell LORIC to their customers directly, while a separate Referral Program is available for partners who recommend LORIC.

For channel program members, Palerra will split partners between base and premium-level tiers depending on their level of engagement. Base partners will receive 10 percent on its solutions, while premier partners will command a 15 percent discount. Partners can add 15 percent margin to their profit by adding on deal referrals, bringing to base and premier tiers up to 25 percent and 30 percent, respectively.

Partners who only wish to refer new customers will receive a 10 percent referral fee based on the first year’s sale for all purchases that are closed through their recommendation.

So far, Palerra has about a dozen partners signed on to its program, according to Sebastian Rovira, senior director of Business Development and Alliances at Palerra. Rovira said he hopes to expand Palerra’s current direct and indirect sales mix to a 70:30 split over the next several months.

“Palerra is focused on establishing trusted, long-term, mutually beneficial relationships with forward-thinking solution providers,” said Rovira, in a statement. “We have strengthened our partnering value proposition and are making it our primary mission to better position our partners for success.”