The three-tier channel program will provide partners with access to discounts, demos, collateral, co-branded materials and customizable marketing campaigns. Unisys will also give partners access to Unisys University and is planning a series of webinars, partner roadshows and regional events later in 2020.
Historically, Unisys has sold most of its offering direct. However, there is now an opportunity to work with channel partners that can align their practices with the cybersecurity software and managed services that Unisys provides to help address a chronic shortage of cybersecurity expertise, says Chris Kloes, vice president of Unisys Security Solutions.
To make those relationships work Unisys is now pouring resources into the channel, added Kloes.
“We think the channel could be a force multiplier,” says Kloes.
The Unisys security portfolio includes a framework for building a micro-segmented zero-trust network based on a platform dubbed Stealth as well as an incident response platform and risk management tools. Unisys also makes available on-site and managed services offerings delivered by its own personnel.
While those services may compete with some potential partners, Kloes notes there are many partners delivering, for example, solutions based on virtual machine platforms that lack any cybersecurity expertise. Rather than having to invest in acquiring those skills it will be simpler for many of those solution providers to tap the cybersecurity expertise of Unisys.
In addition, Kloes says Unisys will be working with technology partners such as Dell Technologies, which in turn will provide Unisys access to additional channel partners.
There’s no doubt these days that cybersecurity represents an existential threat to both end customers and channel partners. What remains to be seen is to what degree channel partners might be willing to put aside existing biases to combat it.