Orca Security
Orca Security is transforming from a partner company to a partner-first company. That’s according to John Schwan, Orca’s vice president of global partner sales. He took charge of Orca’s channel in December.
“Orca is going through a transformational mode where we were a company with partners and we are now fundamentally a partner company,” he said. “Everything that we’re doing is partner-first as it relates to giving them the tools. We have a brand-new partner portal that will be rolling out in July where they can self-service register deals. We’ve refined our programs to make it very easy for them to be profitable and for us to be predictable. These are the most important things that our partners are looking at.
And most importantly, we’re providing freedom of choice. So if you’re an integrator, a reseller, solution provider or cloud provider, we’re letting all of those interface together. So if you’re a reseller or you want to sell Orca via Amazom Web Services (AWS), Azure or Google Cloud, or distribution, we’re allowing that freedom of choice for solution providers to meet the customer where they want to consume.”
Orca is making everything “Sesame Street simple,” and is focused on partners that will make the biggest difference for the company, Schwan said.
The switch to partner-first is about amplification and scale, he said.
“We’ve doubled the size of the company in less than 12 months, and we’re on that pace to continue to hire and expand resources,” Schwan said. “But the best way that you can get in front of customers and prospects is get with the partner community. If you look at how many salespeople we’ve activated just since I joined in December, it’s in the thousands. We only have hundreds of sellers, but we’re out there going and working with multitudes of partners for them to understand this message. And it’s a great opportunity for these partners to go back to customers for things that they sold and demonstrate a different way of doing things that’s powerful and easy to consume.”
