Titus Unveils ‘More Holistic’ Partner Program for Data Protection
Titus, a provider of data protection solutions, is switching gears to a completely channel-driven sales model in North America with a new partner program.
Titus plans to expand the program globally by the end of 2019. It’s geared toward security-focused partners selling cloud access security brokers (CASBs), data loss prevention (DLP) solutions and next-generation firewalls (NGFWs).
Mike Kuehn, Titus’ chief revenue officer, tells us his company has always worked with partners, with about 75-80% of its business coming from the channel.
“That said, our engagement with partners was more opportunistic in nature,” he said. “What we’re announcing today is a modernized program that drives opportunity-based registration. It’s more holistic to enable a partner community. I like to say that it’s more than just launching a new program. What we’re doing is transforming Titus to a partner-centric company.”
Titus‘ solutions are used by large, name-brand enterprises globally, including some of the largest financial institutions and manufacturing companies in the world, government and military organizations across Canada, France, Germany, Italy, Japan, the United Kingdom, Australia and the United States, and Fortune 2000 companies, Kuehn said.
“We’ve achieved all of this with a lean, tenacious direct sales organization — no easy feat,” he said. “The switch to a 100% channel sales model provides Titus with the means to achieve an aggressive 30 percent annual revenue growth while helping our partners broaden their customer base and expand their own revenue.”
Titus offers self-paced certification programs that allow partners to become certified in an hour. Professionals and system consultants are trained on Titus differentiators including machine learning and data identification.
The program also provides discounts and 30 points of protection for registered opportunities in the highest tier of the program. These incentives provide partners with a “quicker path to revenue, with the average Titus partner making more than twenty points of margin,” according to the company.
“What’s unique about Titus’ offering is that it enables enterprises to optimize what they’re getting from their other security investments, including CASBs, DLP solutions, encryption and rights management solutions, and NGFWs,” Kuehn said. “For partners, that means they can leverage our solutions to expand their current security offerings and sell a full stack of security and data protection solutions. In doing that, we anticipate our partners can expect to sell three to five times as much in software and services.”
Titus’ newly redesigned portal offers everything partners need to register deals, get up-to-speed on the company’s suite of data protection solutions and view relevant enablement material, including certification modules and case studies.
“For our partners, the program’s aggressive incentives and lightweight educational modules set us apart from competitors,” Kuehn said. “At a higher level, the fact that our solutions enable enterprises to maximize their current data security investments is huge. This means partners can develop a specific data protection offering that’s right for an enterprise’s unique needs. I’ll also add – and I can’t emphasize this enough – that with this program, Titus is all in on our partners. We believe that our partner community is an extension of our company so the entire organization, top to bottom, is focused on partner success. We’re all-in with this program.”
“Enterprises around the world are keen to reap the benefits of the cloud but are also challenged as to how they can ensure their critical corporate data remains secure as it moves to or from the cloud,” said Billy Bond, Netskope‘s vice president of business development. “Offering Titus and Netskope solutions enables partners to help their enterprise customers embrace the cloud while ensuring sensitive information is not at risk.”