Integrity360

Stewart Grant is partner manager at Irish MSSP Integrity360. He says in the past, partner programs have often been hoop-jumping exercises. They resulted, he says, in a box being ticked, but limited value outside of the program badge. But as partner programs have evolved, they have become more focused and valuable with end results that benefit the partner and program owner.

“Certifications are no longer generic; they are more heavily focused on specific solutions and technologies,” he said. “This results in specialized classifications to help differentiate the partner and demonstrate higher levels of expertise. The partner has the opportunity to become a specialist in a particular technology set and this is recognized rather than historic older programs where partners are ‘generalists.’

“Measurements outside of certifications and revenues are now increasingly being added in. New logo business, marketing and support are all being included to measure partners overall capability. Again, this gives the partners that invest the best opportunity to succeed and be valued.

“The highest tiers of partner status are becoming harder to achieve. Whilst this could be seen as tedious and involving more resource to complete, they are in fact benefitting the partners who invest over those who don’t. The value in return is increasing with better direct management support, trust, and funding being available, along with more partnering opportunities.   

“Overall, partner programs are more than just a badge-getting tick box exercise, they are now value-driven partner programs designed to give partners a real opportunity to differentiate themselves in an often crowded marketplace.”