September 6, 2023
Security operations provider Expel has revamped its partner program to make it easier for channel organizations to go to market with the company, and provide customers with security operations solutions.
The Expel Partner Program offers three tiers, which enables the company to prioritize both strategic sales and marketing efforts, offer a discount structure that favors partners, and focus on enablement to make partners an extension of the Expel team.
Dan Webb, Expel’s vice president of global channels and alliances, said his company’s target customer has a “rich and diverse” ecosystem of partners that they rely on day to day to help them with a wide range of challenges. That includes trusted advisors who help them with selecting and purchasing the right security solutions, to service providers that build and manage their infrastructure and more.
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Expel’s Dan Webb
“We need to meet our customers where they are and embrace this partner ecosystem to ensure we can help them grow and meet their full potential,” he said. “That requires us to make the Expel partnership experience best-in-class and to adopt an organization-wide partner-first mentality, so we can form strategic partnerships with the channel leaders our customers trust and rely on. That is what has prompted us to launch our new program and to make the additional investments required to make partnerships the fuel that enables Expel’s continued growth.”
New Partner Portal
The updated program includes a newly designed partner portal, the Expel Partner eXchange (EPX). EPX offers a secure, centralized communication platform to enable collaboration and enhance the partner experience.
Webb said it was important for Expel to design the new program with partners input at the forefront.
“We worked very closely with multiple partners, and continue to do so, to ensure the program and our partner strategy has the elements and features they need to be successful,” he said. “This feedback covered everything from margins, to our portal, to our deal registration process, and even to our marketing materials. We’re blessed to have partners that believe in our mission to the point of delivering productive feedback that we then used to inform the design of our new program. We think it really puts us in a great position to support our partners’ business goals, and ultimately, those of our current and future customers, too.”
More Flexibility, Collaboration for Security Operations
Expel‘s revamped partner program offers more flexibility and collaboration with current and future partners to help increase profitability and long-term success for partners and customers alike, Webb said.
“In particular, the launch of the newly designed partner portal … allows for real-time access to a dedicated Expel team and enablement resources to allow for seamless training, sales, co-marketing and performance tracking,” he said. “EPX also currently includes two certification opportunities, the Expel partner sales certification and the Expel partner technical sales certification, to help ensure partners are well-equipped extensions of the Expel team. Beyond the program and the portal, we also reorganized and added more people to our partner team to ensure we have dedicated resources available to provide white-glove support to partners wanting to co-sell, co-market, co-develop and co-support alongside Expel.”
“Our partnership with Expel has always been valuable, and this new program reaffirms its commitment to putting us as partners, and by extension customers, at the forefront,” said Ryan Benson, senior director, of cybersecurity managed services at Stratascale. “The dedicated team and resources within [EPX] equip our team to make sure the organizations we sell to have access to the best-in-class security operations they need and deserve.”
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