Partner Feedback

CF: What sort of feedback are you receiving from partners? What are their latest needs?

KM: It’s interesting when I talk to the partners around the globe — and it’s similar. They’re looking for enablement. They’re looking for opportunities to strengthen their practices around not only sales, but also the services aspect, because they’re really trying to differentiate themselves from their competitors. So they continue to ask me, “Hey, how can you help us strengthen our practice? How can you help us be different than a partner around the corner or a partner that’s selling a competitive product?” And that’s what I hear more and more.

We have the benefit of not selling direct, so we don’t get them saying, “Hey, don’t sell direct like some of our competitors.” We believe we have a very fair and healthy margin for partners, so we don’t hear a lot about that. But it’s mainly around the enablement and helping them build out their practices around SentinelOne to win.