Changes to the Imperva partner program means it now aligns better with a partner’s go-to-market strategy, enabling more deal creation and profitability, the company said. Imperva is a cybersecurity firm that protects critical applications, APIs and data.

The program introduces three new tiers of partner levels – select, advanced and premier – with corresponding discount levels and investment opportunities. Distributors can unlock incremental discounts through deal registration, and by leading conversations and technical selling with the customer.

Officially called the Imperva Accelerate Partner Program, it aims to accelerate the growth of a partner’s cybersecurity business through technologies, financial incentives, training and certification, along with technical, sales and marketing support. Distributors, resellers and MSSPs can choose different engagement options that support their go-to-market strategy across every motion by product and solution.

Micheal McCollough, global VP of strategic growth and channel at Imperva, said it’s about maximizing value.

Imperva’s Micheal McCollough

“As a partner invests in building more capability and capacity around pipeline creation, driving sales and delivering services, the Imperva Accelerate Partner Program increases their profitability with predictable margins,” McCollough said.

Partners can engage in one of four go-to-market strategies, including acting as a contractual vehicle and helping Imperva enter new markets. They can identify new opportunities and pre-qualify for deal registration. Additionally, they can lead conversations and technical selling with the customer; or create and deliver services and support packages.

Imperva Partner Program Provides New Rebates

Imperva built Accelerate on feedback from its global partners. As part of this new program, predictable discounts, even in non-standard pricing scenarios, will be available, and new discount categories will reward partners for leading a technical sale.

Other key benefits include discounts based on deal contribution, predictable margins (even in special pricing scenarios), and rebates that incentivize growth. Moreover, Imperva is providing training to help manage more of the deal so partners can increase deal velocity and sales, technical, and marketing support to drive “mutual success.”

Steve White, IDC program vice president, worldwide channels and alliances research team, said customers require market-leading services, total solutions, and technology expertise and guidance.

IDC’s Steve White

“Imperva and its partner ecosystem combine to meet those customer needs,” White said. “The new Imperva Accelerate partner program supports this mutual success and is clear, well-structured and helps the partners maximize their value and extend it to their clients.”