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October 16, 2018
MSSP Alert Logic Tuesday launched its new Partner Connect Program, designed to allow partners to accelerate revenue while increasing the value they offer to their customers that must secure cloud, hybrid and on-premises environments.
The program also helps end users get the security services and expertise they need from the channel community that already serves them. Alert Logic provides a global team of sales, marketing and engineering professionals, in addition to online resources for content, pricing and troubleshooting.
Rich Long, Alert Logic‘s vice president of channels, tells Channel Partners his company has always relied heavily on its channel partners, but there was “an opportunity to simplify the program and add more flexibility for partners.”
Alert Logic’s Rich Long
“We wanted to reach the midmarket and other resource-constrained organizations, targeting security-solution buyers in some cases at firms where there [are] minimal in-house capabilities,” he said. “And, with our new program, we had an intentional aim of increasing the value of our service to our clients, ultimately playing a key role in reducing churn. The new program allows a partner to participate in the delivery and support of our service, adding a valuable touch point at the beginning and throughout the life cycle of our mutual clients.”
Alert Logic structured the new program to meet the needs of three different partner types: reseller partners who bundle their services with Alert Logic; referral partners who serve as advisers to customers, and provide guidance and ancillary solutions that include Alert Logic; and technology alliance partners who integrate and extend the benefit of Alert Logic offerings, and create an end-to-end value proposition for customers.
“Partners come in many shapes and sizes, and we created a program that allows a partner to choose which model works best for them today and in the future, as they scale up or become more proficient,” Long said. “If a partner wants to participate as a referral partner only and not take part in the support or delivery, we offer a simple and rewarding model. If a partner wants to put our service on their paper, add their own value or services and resell it, we have a very rewarding category for that too. It’s simple and very flexible.”
Here’s our most recent list of important channel-program changes you should know.
Also in conjunction with the program, Alert Logic is launching a comprehensive training and certification curriculum to “help enable our partners to gain confidence in having a more substantive role in the security discussion with their clients that often they’re not equipped to have today,” he said.
Partners wanted Alert Logic to create a more formal engagement model, and a more predictable way of expecting to monetize representing its services, Long said. And they wanted to be “recognized for participating in the support of those services which is what we’ve accomplished,” he said.
Partners’ end users benefit from Alert Logic’s security operations center (SOC), staffed by analysts who identify and analyze more than 500,000 security events and 15,000 security incidents every month, according to the company.
“Cloudreach has built our business around enabling our customers through best-practice guidance and tooling, and security is increasingly front and center,” said Tom Ray, Cloudreach’s head of global partnerships. “The Alert Logic partner program allows us to further strengthen our value proposition, participate more deeply in service and support with our customers, and articulate a clearer, more competitive advantage in sales conversations. This is especially important for our customers who work across multiple platforms and who are using the latest security technologies such as containers for agility. We are excited to partner with Alert Logic.”
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