Claroty, a provider of a platform for securing Internet of Things (IoT) environments, has launched a three-tier channel program as part of an effort to expand its market reach in 2021.
The Claroty FOCUS Partner Program is a refresh of an existing less formal channel initiative that coincides with the tripling in size of the Claroty channel team, said Keith Carter, vice president of worldwide channels and alliances at Claroty.
Channel partners that have recently signed up to participate in the plan include Deloitte, KPMG, PwC, CrowdStrike, Atos and Yokogawa. Overall, the number of partners participating in the Claroty FOCUS Partner Program has now increased by 50%, notes Carter.
Claroty, however, rather than having specific recruitment goals for 2021 will evaluate each partner based on how strategic an IoT security practice might be to the solution provider in addition to how much coverage that partner adds to the Claroty sales effort, said Carter.
“We don’t want to crowd the customer with a lot of partners,” said Carter.
Claroty, however, is especially interested in channel partners that have IT expertise that can be extended into operational technology (OT) environments, added Carter.
The need for platforms and tools to secure OT environments has risen sharply as more devices are connected to the Internet. Most OT environments today are managed by individual business units that are, for example, responsible for managing a factory floor. However, as more OT platforms are connected to the Internet many of those business units are looking to either internal IT teams or external solution providers for the expertise required. In some cases, solution providers will work with internal IT teams to secure those environments while in other cases a solution provider might be engaged directly by the line of business unit.
Regardless of how those environments the demand for that expertise far exceeds the available supply, which creates a unique opportunity for solution providers to fill a critical market gap.