Netwrix, a provider of tools for identifying sensitive data, has joined an expanding number of IT vendors that are adding programs specifically designed to make the sales teams of their channel partners more effective.
By adding a Partner Sales Certification Program to its channel program Netwrix aims to shorten the sales cycle for its cybersecurity offerings, says Ken Tripp, director of channel accounts at Netwrix.
Authorized Netwrix partners are eligible to enroll in the program on the Netwrix Partner Portal. To become certified partners are required to complete online training in the Netwrix Partner University.
Netwrix Partner Portal also provides access to marketing and sales enablement tools, deal registration, real-time opportunity status tracking and onboarding guides.
The sales certification complements existing technical certification that Netwrix launched earlier this year. The overall goal is to enable partners to create their own security risk assessment service, says Tripp.
“We want to help the partners become trusted advisors,” says Tripp.
In exchange for making that effort partners can enjoy margins that range anywhere from 10 to 30 percent on Netwrix products in addition to whatever services revenue they generate on their own, adds Tripp.
Netwrix also extended its product portfolio last month by acquiring Concept Searching, a provider of tools for generating semantic metadata that gets employed to create a data taxonomy.
At a time when there is a chronic shortage of IT professionals with cybersecurity expertise, it’s clear there’s a major opportunity for solution providers. The challenge channel partners face finding ways to train their own staffs to meet a widespread customer need. Even when an internal IT organization can find someone with cybersecurity skills, retaining them is a major challenge given the level of competition for individuals that have those skills.
Of course, channel partners face similar challenges, which is why training that is made available by vendors is critical. Solution providers should think long and hard about the level of commitment required before launching a cybersecurity practice.
Be First to Comment