Tanium Partners Get Updated TPA Program

Tanium wants to drive repeatable and profitable growth for partners.

Edward Gately, Senior News Editor

June 24, 2024

4 Min Read
Tanium Partners saw their channel program updated.
Thapana_Studio/Shutterstock

Tanium partners have access to the end point security provider's updated partner program, which aims to reward partners investing in growing customers, service offerings and market expansion.

Tanium Partner Advantage (TPA), originally launched in 2020, spans a wide range of partner types, including ISV alliances, global and regional SIs, VARs and solution providers, MSPs and consultants. Partners can participate in various business motions, including resell, managed services and referrals.

The partner program changes are strategic and intentionally engineered to reward Tanium partners who:

  • Are skilled at integrating Tanium into their product portfolio to drive new customer adoption or enter new markets.

  • Invest in pre-sales and post-sales enablement so they can position and deliver Tanium like an expert.

  • Build differentiated, high-quality, Tanium-powered services focused on providing positive business outcomes for customers.

  • Develop joint industry-or geo-specific solutions or innovative go-to-market offerings powered by Tanium's XEM platform.

Improved Experience for Tanium Partners

Tony Beller, Tanium’s senior vice president of global partner sales, said he identified the need to build a program that aligned to "our corporate strategy on growth, new customer acquisition and customer success."

Related:Tanium Details Jump from Direct Sales to ‘Partner-First’

"That was the basis to evolve a program which rewarded partners that drive new business, increase their competency and technical skills, and partners focused on building service practices built on Tanium.," he said. "These partners are receiving the highest level of investment and attention from our partner and field teams. Further, our partner ecosystem matured to include partners that were focused on driving and delivering services versus only selling software, which has proven essential with such a powerful platform as Tanium’s. The new program recognizes the value of those partners that are building and delivering robust service practices tied to Tanium with Microsoft, ServiceNow and other leading technologies. These partners are critically important to our overall partner ecosystem by delivering on the value of Tanium and driving customer outcomes."

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Tanium updated TPA in response to both partner and customer feedback, and the company’s desire to be a “vendor of choice for industry-leading partners that comprise our ecosystem,” Beller said.

“The new benefits, especially for our strategic and premier partner tiers, offer increased access to Tanium investment, enablement, engineering resources and business expansion workshops, MDF/BDF funds, as well as increased margin opportunities" he said. "We are particularly focused on making it easy for our service delivery partners to develop customer solutions to jointly penetrate new markets. Lastly, all partners, regardless of tier, will benefit from Tanium’s ongoing investment and expanded certification and accreditation offerings. "

Related:Partner Program Updates at Dell, 8x8, VMware, Others

Also, Tanium created two distinct roles that benefit partners and create alignment with the company's field-based sellers, Beller said.

"One of the new roles is focused on driving and building business plans, practices and solution offerings with our most strategic partners," he said. "These individuals are aligned with the C-level sponsors at both our partners and within Tanium. To get tighter alignment between our partners and the Tanium field, we also created a second role that drives field-level engagement and alignment across partners, customers and the Tanium field. This role regularly reviews territory plans and drives partner-to-customer mapping exercises. These individuals are key to driving the tactical execution as well as ensuring that the Tanium field teams understand the value every partner in a territory can deliver."

New Partner Program Tiers

When Tanium originally launched TPA, it intentionally avoided the hierarchy of a tiered program, Beller said. As its go-to-market strategy has evolved and strengthened, the vendor is now introducing a four-tier program that provides partners with clearer guidance on the monetary and strategic rewards for participation, and the corresponding expectations for each tier.

“Simultaneously, we expanded our MDF/BDF investment program and other new benefits for our largest partners,” he said. “We introduced a new back-end rebate program that provides even greater rewards for partners bringing new [customers] to Tanium. Lastly, we announced a lucrative referral program for those partners who see the benefits of Tanium for their customers, but prefer to avoid involvement in the deal transaction.”

In May, Tanium introduced a new Partner Services Verification Program and a number of new resources built to equip sales and engineering teams with training delivery options to help them grow their Tanium business.

“The solutions featured in the launch include two new training and certification offerings related to our ServiceNow and Microsoft joint-technology innovations and integrations with an array of training, assessments and demo resources,” Beller said. “Additional service offerings will be announced later this year.”

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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