October 24, 2023
Beller will lead Tanium’s next phase of channel growth, and expand its service provider and partner ecosystem that spans global systems integrators, MSPs and distribution partners.
Tanium's Tony Beller
As Cloud Software Group's senior vice president, Beller was responsible for overseeing the emerging market territories comprised of Latin America, EMEA and Asia Pacific, Japan and Australia-New Zealand, and managing enterprise, commercial accounts and channels. Prior to this role, he helped Anaplan build a strategic partner ecosystem that drove over 45% of the partner business globally and launched new go-to-market channels globally.
He also successfully led channel teams and global initiatives at ServiceNow and Salesforce, and held various executive positions at Taleo, Oracle and PeopleSoft.
"What impressed me about Tanium’s expansive partner ecosystem was the level of impact that the Powered by Tanium solutions are having across an array of critical business outcomes," Beller said. "There truly is a ‘better together’ mentality within the partner program and sales organization. It is clear that the focus on customers yields strong partnerships across industries."
New Global Channel Leader to Focus on Partner-Delivered Services
Tanium has made "significant headway" in growing partner-delivered services, "but we have an opportunity to do more," the new channel leader said.
"We are doing this by expanding the roster and depth of partners trained and equipped to deliver those services as well as assessing our co-selling processes," he said. "We initially focused our channel expansion efforts to rapidly scale our solutions to our midmarket enterprise accounts, but it’s clear that our partners deliver value across all segments and we’re putting focus on strategically integrating our partners into all customer relationships."
Beller said his to-do list includes:
Aligning Tanium’s go-to market strategy with global partner strategy and meeting key partners globally.
Getting up to speed on Tanium's technology and how partners are integrating it into their offerings.
Getting up to speed on the strategic partnerships Tanium has with Microsoft and ServiceNow. They are "tremendous" meet-in-the-channel opportunities for partners to monetize or operationalize their capabilities.
Investing in Training, Other Resources for Partners
"We recognize that articulating the full value of the Tanium Converged Endpoint Management (XEM) platform can be challenging, so in addition to simplifying our messaging, we will continue to invest in training and other resources for our partners," Beller said. "Tanium is a powerful and technical platform. We are investing heavily in building the partner engineering resources that are enabled to help scale demos, proofs of concept and other demand-generation activities. Simultaneously, our development teams are working hard on continuing to simplify and streamline the user experience of the platform to make it more accessible to a broader range of administrators and operators."
The channel leader said he has spent his career building "great" partner programs at scale, on a global level, and he's excited to bring that experience to Tanium.
"I’m also looking forward to tapping into my network of GSIs and MSPs," he said.
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