Netwrix Sharpens Partner Strategy to Accelerate Sales
Netwrix, the information security and governance software vendor, has unveiled a new partner strategy centered around faster demand generation and customer value, and increased transparency.
Ken Tripp, Netwrix’s director of channel accounts, tells us the strategy change isn’t specific to partners, but “it’s a refinement to our strategy to position ourselves more closely to whom we are and have been for the past many years — the easiest company to do business when it comes to data security.”
“The partner strategy shift is just an amplification of the more general organizational shift,” he said. “As part of our ongoing efforts to better understand the market, we collect feedback from many sources. This includes our customers, our partners and even from those businesses who opted (mistakenly in my opinion) to choose solutions from other vendors. Undeniably, the most common attribute applied to Netwrix was easy: easy solutions [and] easy processes. Internally, we feel we can do better, but we wanted to capitalize on the perceptions we already have in the market.”
Partners can accelerate their sales cycle to generate more revenue faster. In particular, the in-browser demo of Netwrix Auditor and Netwrix Data Classification reduces the time they have to spend scheduling and conducting demos, according to the company.
The Netwrix partner portal offers partners access to all the sales, marketing and technical enablement tools they need to generate, track and close deals, the company said. In a few clicks, they can learn about Netwrix solutions, get visibility into their leads and deal registrations, or request sales and technical assistance.
Furthermore, partners and MSPs can shorten the onboarding process for their customers. In addition to its existing JumpStart services, Netwrix will begin offering a personalized set of documentation customized for each customer’s unique installation and use cases. And to ensure that organizations realize the full value of their Netwrix products, Netwrix has updated its video training courses.
“Look, security is hard,” Tripp said. “Generally speaking, it’s not an investment that is going to drive top-line revenue growth for businesses. Nonetheless, it’s an investment that must be made in today’s world. To that end, from admins to CISOs, they want easy solutions so that they can get back to supporting the business or agency in support of revenue or its mission. This differentiated messaging, personified in our easy products, sets us apart from other vendors who make onerous demands such as requiring a site visit to even evaluate the solution and a complete evaluation before discussing pricing. We want to give our partners a competitive edge through transparency to remove as much friction as possible in delivering powerful data security solutions to their customers.”
“We find the partnership between Netwrix and Freeit extremely valuable,” said Leslie Spinks, account executive at Freeit. “Working with the sales and executive teams reminds us every day of what a true partnership looks like. We all leverage each other’s strengths for the good of both organizations, and we also align in our mutual desire to put the customer first. It’s easy to position a solution that works, is easy to use and is a reasonable investment. Customers love it, and so do we.”