What Partners Want

CF: What’s the latest in terms of partner feedback? What do they want from Salt Security?

MK: They appreciate that we have a great incentive program for identifying net-new opportunities as well as deal-progression incentives, getting POVs up and running, and trying to incent the technical team to be participatory throughout the process. So I’ve heard positive feedback there. Also, joint demand-generation programs. Because API security is so relevant, our partners are wanting to bring in Salt or an API solutions provider because it’s drawing, it’s putting butts in seats because their customers are understanding that it’s a problem.

Some asks from the partners include continued enablement … and then additional selling selling resources, which we’ve already started to provide around competitive differentiation and overcoming objections. And the mentality I’m trying to really build with Salt is the partners are truly an extension of our sales force. So whatever training our sales force gets, our partner community needs to have the exact same training. So I think we have been checking that box, but we’re going to continue to do it more effectively.