Palerra Ramps Up Global Partner Program

Cloud security automation provider Palerra is the latest company to expand its Global Partner Program with the addition of product discounts and referral fees for resellers.

The program is Palerra’s first formal reseller program, with the company previously selling through the channel only in individual instances. The introduction of the program will allow Palerra begin competing with more contemporary partner initiatives in the space, with personalized training and onboarding services available to new resellers as well as an expanded suite of sales and marketing materials, demos and trial environments.

Like other partner programs of its ilk, Palerra said its Global Partner Program is expected to help partners reselling its LORIC platform to capture additional revenue opportunities and bring customers into the growing secure cloud services. Solution providers can also extend their business reach among customers using Salesforce, Microsoft Office 365 and AWS 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 to clients.

For channel program members, Palerra will split partners between base and premium-level tiers depending on their level of engagement. Base partners will receive a 10 percent on its solutions, while premier partners will command a 15 percent discount. Partners can add an additional 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.”