Siemplify has launched a global channel program around a security orchestration and response (SOAR) platform that promise to protect partner margins even when special pricing is required to win a deal.
The Partner First global channel program provides partners with access to training across a broad range of security issues to enable them to build a practice around security automation. Given the chronic shortage of cybersecurity professionals, it’s apparent IT organizations of all sizes are trying to rely more on automation to manage cybersecurity, says Bradd Barmettler, global head of channel for Siemplify.
To address that need Siemplify is looking to bring on about an additional 20 partners it is willing to train extensively, says Barmettler.
In addition, Siemplify is gearing up the launch a partner portal through which it will provide sales and technical enablement tools, sales leads and a deal registration program.
Uniquely, however, Siemplify is also committing to providing a partner a guaranteed margin percentage regardless of what the ultimate price negotiated by the end customer. That approach eliminates a widespread practice in the channel where vendors lower partner margins to make up for any loss of profitability on their end of the deal, says Barmettler. That issue is especially problematic in the software industry because every customer now expects an automatic 50 percent discount off the list price. That injury is often further insulted at the end of the quarter when customers are even more adamant about receiving a discount, adds Barmettler.
“We as an industry have trained the customer to ask for the biggest discount at the end of the quarter,” says Barmettler.
Whether a partner is helping a customer build their own security operations center or plans to manage one on their behalf, SOAR platforms are becoming critical foundations for managing cybersecurity at scale. The challenge partners often face is making sure they remember to make money on both the software and the services they provide to those end customers.
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