Claroty Partners Get Expanded, Enhanced Channel Program

Claroty partners now have access to an expanded and enhanced partner program with new partner tracks and specializations.

Claroty designed its Focus Partner Program to align to and support all Claroty partners’ differentiated business models. In addition, it expands the channel’s ability to become trusted advisers on industrial cybersecurity.

At the end of 2020, Claroty reported record growth and a doubling of its customer base. Specific to the Focus program, Claroty expanded its partner coverage by 50% by adding Deloitte, CrowdStrike, Atos and others to its roster. Furthermore, it tripled the size of its channel team, making several hires globally to support this expansion and customer demand.

More Tailored and Relevant

Keith Carter is Claroty‘s vice president of worldwide channels and alliances.

Claroty’s Keith Carter

“We have grown significantly since the original program was first introduced,” he said. “And there is now a lot of differentiation in terms of how our partners take our technology to market. The previous program was one-size-fits-all, whereas the new Focus program is much more tailored and relevant to our partners’ go-to-market (GTM). It’s also agile in the sense that it’s not just a program for today. It’s for today, tomorrow, next year and beyond. We built in flexibility to allow for additional routes to market and additional industries that we may want to focus on in the future as the industry and technology evolves.”

The program now includes an updated partner portal and new partner levels. It also offers:

• Partner tracks that deliver tailored programs for specific partner focus areas, including IACS/ICS vendors, MSSPs, consultants and OT security integrators.
• Specializations for OEM, building management systems (BMS), Claroty authorized support center, and MSSP partners.

Organizations Need Partners’ Help

“As the convergence of IT and OT networks continues to accelerate, organizations are seeking to consolidate their IT and OT operations with the help of our partners’ managed security services,” Carter said. “This puts the onus onto partners to create even more value. And so our job is to make sure that we are giving them the proper resources, training and guidance on incorporating Claroty’s industrial cybersecurity platform into their services in order to achieve the best results possible, in terms of securing our customer’s increasingly digitized industrial environments.”

The program plays to each Claroty partner’s strengths, he said. This is regardless of how different they are in terms of the value they bring to the customer.

“For partners who may be targeting a specific type of end user or industry vertical, we’ll make sure that we give them everything they need to create value in those accounts,” Carter said. “What it’s not designed to do is crowd the customer with multiple similar options. We’ve seen some of the largest technology and security companies do this, where they recruit hundreds of partners. And you can’t even tell the difference between them, which makes it difficult for customers to decide what will work best for them.”

Rachael Conrad is vice president and general manager of global services business at Rockwell Automation.

“As OT environments are being targeted more and more by threat actors, Claroty’s partner program will help us work even better together to innovatively develop more ways to help support customers, reduce their risk and minimize disruption,” she said.