The company's platform is only available through partners.

Edward Gately, Senior News Editor

October 17, 2023

3 Min Read
iboss partners get enhancements
MERCURY studio/Shutterstock

Iboss partners now have access to the company’s enhanced channel program, which now directs 100% of sales of the company’s Zero Trust Security Service Edge platform.

The platform is now only available for purchase through Iboss’ global network of channel partners, including MSPs, VARs and global technology distributors.

Peter Martini, Iboss‘ president and co-founder, said Iboss has always been a channel-first organization globally, running exclusively through partners.

Martini-Peter_iBoss.jpg

Iboss’ Peter Martini

“Like many vendors, our U.S. sales model was split with a legacy direct sales team in conjunction with a channel sales team,” he said. “This naturally creates confusion and channel conflict, as well as reduces the value we can offer our joint customers. To avoid these issues and reinforce our commitment to the channel, we shifted all teams globally to a 100% sell through channel. By moving to a 100% channel-only model, we are able to offer joint customers greater service, support, pricing and value while also reducing channel conflicts.”

Iboss Partners’ Input Key to Channel Program Enhancements

Iboss partners played a key role in the channel program changes, Martini said.

“Our partners provided feedback on establishing more integrated marketing strategies, development of updated channel incentives that are better aligned with current market conditions, as well as providing product development input to address the challenges their customers were facing when transitioning to the cloud,” he said.

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

These enhancements were designed to make it easier and more beneficial for partners to work with Iboss, Martini said.

“For example, this includes a number of benefits such as more tools, resources, training and financial incentives for our partners,” he said. “This, along with the greater investment in channel marketing programs, which helps partners reach their revenue and growth goals, have allowed our partners to see margins up to two times higher than those our competitors offer. Not only does the program make it easier to
work with iboss, but our partners are earning more.”

100% Channel Model Benefits Iboss Partners

The move to a 100% channel model was done to help solve a contradiction that exists for a lot of technology providers, Martini said. While an increasing number of companies rely on the channel for sales, many still employ a direct sales team.

“This creates needless competition between a company’s direct sales team and their channel partners, discouraging partners and leading to confusion amongst customers,” he said. “Eliminating this competition enables more deals to flow through the channel, and with the latest enhancements and benefits, our partners have the tools they need to more easily provide iboss solutions. This solves the contradiction between sales teams and the channel, while benefiting both Iboss and our partners.”

Thousands of global organizations, including a large number of Fortune 50 companies, rely on Iboss to protect and support their workforces. The Iboss Zero Trust Security Service Edge platform replaces legacy technology like on-premises proxies and traditional VPNs with a cloud-based delivery model compliant with zero trust principles.

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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