As part of an effort rely more on channel partners to drive future sales growth, Tripwire this week announced it has added a Platinum tier to its channel program in addition to providing partners with access to additional sales enablement tools.
The goal is to enable Tripwire to grow faster than it otherwise would relying primarily on a direct sales force, says Alex Bagwell, global director of channels at Tripwire.
“Relying on the channel is how we are going to achieve double-digit growth percentages every quarter,” says Bagwell.
Up until Bagwell joined Tripwire six months ago the company primarily relied on direct sales. Now Tripwire is transitioning toward an indirect model to not just increase the size of the customer base for its compliance and cybersecurity tools, but also increase the attach rate of its products per deal, says Bagwell.
To achieve that goal Bagwell has been showing the indirect sales teams how they make more money as the number of deals that channel partners close steadily increase, as opposed to each individual sales representative trying to close each individual deal.
Now Tripwire is looking to add additional partners that can strategically align with the company product portfolio, especially in geographic regions where Tripwire has little to no presence, adds Bagwell.
Competition across both the compliance and cybersecurity sectors is natural fierce given all the vendors trying to stake a claim to the market. At the same time, however, demand for compliance and cybersecurity solutions has never been greater. That challenge solution providers face now is being able to find and retain the expertise required to address those opportunities.
In the meantime, Tripwire has joined a growing list of companies that have come to realize that a direct sales model simply won’t scale. After all, there are only so many clients than any one salesperson can effectively engage.
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