Partner Feedback

CF: What’s the latest in terms of feedback from partners? What are their latest needs?

CB: The positive thing is their needs are consistent. Almost all of them have strong embedded bases. And they have a tremendous job to cross-sell and upsell into those embedded bases with great products. So that’s one of their needs. After that initial sale with Secureworks Taegis, are there other cross-sell upsell opportunities that I can also partner with you on? Because if they love one product, they’re going to love many from you. So that’s one.

Minimizing churn is another. You hear consistently that the cost of acquisition for some partners is relatively high, and if a customer churns, it does cost a lot to offset that customer churn with a new customer. So what they’re saying is, how can we partner together from a marketing standpoint to really jointly go after net new customers?

And then the last piece is really around enablement. What most partners have desired is, can we go into an opportunity together? That’s what most partners want. They want a unified story, and they also want to hear how we position our offerings so they can start to learn from that and then they can position on their own. So really that enablement with training, certification and that firsthand experience of going into an opportunity together has been one that they’ve asked for consistently.