https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • MSP 501 Rankings
    • NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • MSP 501 Rankings
    • NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

New/Changing Channel Programs


Shutterstock

Salt Security Expands Essential Partner Program Under New Channel Leader

  • Written by Edward Gately
  • February 2, 2022
Salt Security's new channel chief previously was with Bitglass.

Salt Security has expanded its Essential Partner Program under the leadership of Jon Peppler, its new vice president of worldwide channels.

The API security provider says it’s always been 100% channel-focused. Making this program more broadly available will expand the network of distributors, channel partners, consultancies and integrators already driving adoption of the company‘s API security platform.

Peppler previously was Bitglass’ vice president of global channels. Forcepoint acquired Bitglass last fall.

Salt Security's Jon Peppler

Salt Security’s Jon Peppler

“Salt has been working with partners and learning best practices throughout the past year,” he said. “We started life as a 100% channel vendor. As we were introducing our Essential Channel Program to select partners, their feedback enabled us to tune the program. For example, we learned a lot about essential elements that our partners valued. They had found these elements uniquely at Salt. And we worked with them to document them as central tenets of our program.”

Some of the key principles outlined with partners include trust and partner integrity, alignment and growth, Peppler said.

Addressing Partner Pain Points

Partners are struggling with a few different shifts in how business gets done, Peppler said. They’re struggling with how they can engage with their own clients. Salt Security and its partners are working to address specific areas. Those include the shift to digital versus live events, economic contraction due to the pandemic, and reviving dormant customers.

“Security in particular goes through pendulum swings, as companies adopt new technologies and then over time look to consolidate their security tooling,” he said. “API security is just gaining momentum, and customers’ needs are rapidly accelerating. This growth and innovation gives our partners the chance to call back into dormant customers and offer to solve this new challenge.”

Here’s our list of channel people on the move in January.

The Essential Partner Program supports both associate and professional tiers. The tiers are based on the number of sales and solution architect certifications, pipeline value identified and joint customer wins. It also includes best-practice guidance for partners around rules of engagement, deal registration, technical enablement, and growth accelerators through incentives and marketing investments.

Salt Security will augment the program with additional tiers as it grows. The company also provides specialized support to help partners grow their API security business.

Giving Partners a Competitive Advantage

“Salt Security Essential partners have a competitive advantage in being able to address evolving customers’ needs, drive higher margins in a new technology area, and differentiate themselves from their competition with expertise and accreditation,” Peppler said. “In a lot of ways, APIs are a silent killer. They’re power enablers of digital innovation, but they leave companies so exposed. Being part of our program, with early access to the industry-leading research and technical education materials that Salt creates, our partners can shine a bright light on this enormous exposure APIs create and show their clients the path to secure innovation.”

This year, the company will be rolling out more programs that drive partner autonomy and profitability, he said.

Jeffrey de Heer is SoftwareOne‘s EMEA multivendor leader.

“The Salt commitment to the channel has been clear since its earliest days,” he said. “The team has been an immensely proactive partner that offers both competitive advantage to our customers and substantial opportunities for our sales team. The Salt Security API protection platform is the most advanced and proven API security solution on the market. With the company’s industry-leading mix of technology, training and programming, its channel program helps us better understand our customers’ key challenges while driving new growth and sales opportunities.”

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Edward Gately or connect with him on LinkedIn.
Tags: VARs/SIs Channel Chatter Artificial Intelligence Best Practices Cloud Distribution EMEA New/Changing Channel Programs People on the Move Sales & Marketing Security Strategy

Most Recent


  • Making Waves
    7 Channel People Making Waves This Week at AWS, Cisco, Snyk, CrowdStrike, More
    Earlier this year, ServiceNow made a $25 million strategic investment in Snyk. This followed Snyk closing a $196.5 million funding round.
  • AppDirect-TBI, latest channel M&A
    Latest Channel M&A: ReliaQuest, IBM, Broadcom, Amplix, More
    Absolute Software, Procure IT and Qlik were among other companies wheeling and dealing in May.
  • CwCJ with Palo Alto Networks
    Coffee with Craig and James Episode 124: Palo Alto Networks
    Cybersecurity is on the agenda, as we talk threats, channel program and more.
  • CP Expo Best in Show 2023
    Images: Channel Partners Conference & Expo Best in Show Awards
    Vonage, T-Mobile, OpenText and 8x8 were among the winners. See who else took home honors.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • complexity, maze
    Dell Technologies to Cut Complexity With Partner Program Overhaul
  • Latest update
    HelpSystems Updates Global Cybersecurity Channel Program
  • Call Center
    SupportLogic Channel Chief Talks SaaS, New Partner Program, More
  • Container Security
    Lacework Launches Enhanced Partner Program For Cloud Security Growth

Upcoming Events

View all

Channel Partners Europe

June 13, 2023 - June 14, 2023

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Channel Partners Conference & Expo

March 11, 2024 - March 14, 2024

Galleries

View all

7 Channel People Making Waves This Week at AWS, Cisco, Snyk, CrowdStrike, More

June 9, 2023

Latest Channel M&A: ReliaQuest, IBM, Broadcom, Amplix, More

June 9, 2023

Images: Channel Partners Conference & Expo Best in Show Awards

June 9, 2023

Industry Perspectives

View all

Identity Is Increasingly Valuable – and Targeted

May 18, 2023

Gaining a Competitive Advantage through AV Managed Services

May 10, 2023

How to Build an Organization That Attracts and Retains Talent

May 1, 2023

Webinars

View all

From Problem to Profit: Mastering the Science of Selling Using Business Outcomes

May 9, 2023

Meet the 2023 Channel Futures Channel Influencers

April 13, 2023

DE&I Dialogue: How the Right DE&I Initiatives Can Propel Your Business

April 5, 2023

White Papers

View all

6 UCaaS Reseller Challenges and How Real World Businesses Solved Them

February 1, 2023

Frost Radar: North American UCaaS Market, 2022

February 1, 2023

The Complete Guide to White-Label UCaaS for Reseller Success

February 1, 2023

Channel Futures TV

View all

Coffee with Craig and James Episode 124: Palo Alto Networks

Motus: Partners Grasping Mobile Workforce Management Opportunity

June 9, 2023

Coffee with Craig and James Episode No. 123: MartinWolf M&A Advisors, CP Expo Preview

April 24, 2023

UScellular Takes On Rivals with Partner Program Simplicity

April 21, 2023

Twitter

ChannelFutures

Channel people making waves include @mnair1, @George_Kurtz, @mike_at_vulcan, @jzoblin, @jpatel41 and more.… twitter.com/i/web/status/1…

June 9, 2023
ChannelFutures

.@motusdotcom wraps its #CPExpo experience, talks mobile workforce management opportunity in the channel.… twitter.com/i/web/status/1…

June 9, 2023
ChannelFutures

Find out why #companyculture is significant when planning a merger or #acquisition. dlvr.it/SqR4ks https://t.co/gAUxiEW4yE

June 9, 2023
ChannelFutures

Great conversation with @Tom_D_Evans of @PaloAltoNtwks talking #cybersecurity, channel, more.… twitter.com/i/web/status/1…

June 9, 2023
ChannelFutures

The latest channel M&A includes @ReliaQuest, @IBM, @Broadcom, @AmpliXIT and more. dlvr.it/SqQntD https://t.co/DektC1Xmz9

June 9, 2023
ChannelFutures

Find out why everyone is talking about generative AI and cloud in this exciting new article >>… twitter.com/i/web/status/1…

June 9, 2023
ChannelFutures

In just 4 days, #ChannelPartners will come together in #London for #ChannelEurope. Professionals from the IT & Tele… twitter.com/i/web/status/1…

June 9, 2023
ChannelFutures

Kicking off a multi-part series, get the inside scoop on what changes are taking pace in the channel. In this galle… twitter.com/i/web/status/1…

June 8, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2023 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X