Siemplify, a provider of a security orchestration, automation, and response (SOAR) platform, this week revamped its channel program as part of an effort to better protect partner margins.
In the wake of the economic downturn brought on by the COVID-19 pandemic, end customers are applying more pressure on pricing. The 20/20 Partner Program launched by Siemplify includes a margin assurance via which Siemplify will make a concerted effort to ensure partner margins of 20% regardless of what the final size of a deal may be, says Wayne Goeckeritz, vice president of global channels at Siemplify.
At the same time, Siemplify is committing to letting partners take the lead on negotiating pricing with end customers, adds Goeckeritz.
“It’s 100 percent partner-led pricing,” says Goeckeritz.
Interest in SOAR platforms had been on the rise prior to the pandemic as organizations looked to augment short-handed cybersecurity teams. In the way of the pandemic, there’s now additional focus on leveraging automation to drive down the total cost of cybersecurity, notes Goeckeritz.
The SOAR market is one of the fastest-growing cybersecurity categories, with market research firm MarketsandMarkets projecting it will grow from $868 million in 2019 to $1.8 billion by 2024.
Of course, channel partners will need to make significant investments in acquiring and retaining staff that have advanced cybersecurity skills to take advantage of that opportunity. Many channel partners today have a thriving firewall and endpoint security practice. However, security automation requires much higher levels of cybersecurity expertise.
During the downturn savvy partners would be investing the time and effort to hone advanced cybersecurity skills that remain in demand regardless of the state of the economy, adds Goeckeritz.
In fact, Goeckeritz notes that as many organizations transform nascent digital business initiatives into full-blown business continuity strategies the need for cybersecurity expertise may never be greater.
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