What’s Fueling Growth

Channel Futures: Is Salt Security’s partner program and partner community growing? If so, what’s fueling that growth?

Salt Security’s Mandy Kelley: Yes, it’s absolutely growing. Salt really got serious about the channel in 2021. Their first step was to bring in and build a channel team internally. And for two-thirds of 2022, we were in recruitment mode. Now we’re really more on optimization. What I’m working closely with our channel managers on is a focused partner program. What are those handful of partners we need to double down on? Not excluding others, but who do we want to run specific incentive programs with? Who do we want to make sure their technical teams are enabled? So I would say throughout 2022, we experienced a lot of growth in the number of partners that were transacting and asking about us, and now we’re really trying to kind of sift through to make sure that those partners that have the resources and the customer base are absolutely enabled and ready to go.

I’ve been in information security for over two decades and I love the startup scale-up environment. And this has been really fun because the end users are going to the partners and asking them about API security. So they’re coming to us. It is definitely more of a pull than a push than it’s been in other places in my career.