Combining Partner Programs

CF: Did you combine Herjavec’s and Fishtech’s partner programs, or have you rolled out an all-new partner program?

Crawford: We essentially combined both partners from the organization. And the good news is, after a pretty big evaluation, we found there was a lot of overlap in existing partners. So what we’re able to do is consolidate contracts for the most part. So it’s really easy for us to continue the resell process, whether it’s through the legacy Fishtech paper or legacy Herjavec paper on that side.

What we’re doing now is tiering our partners, much like partners tier vendor resellers. We’re … doing a reverse effect in regards to tiering partners and how it relates to our managed services offering, our IAM offering and our professional services offering, as well as how we see it relevant in the marketplace today to customer pain points and demand. So we’re tiering those around there. We’re working on formalized certifications, formalized GTM programs and marketing programs around all of that as well. And then tying our services, whether it’s managed services, identity services or professional services, along with that. So again, this whole concept of solutions selling back to our organization and not just tying on to a product alone.