MARTECH

CyberArk Drives Channel Partner Program Growth

CyberArk | August 18, 2022 | Read time : 08:00 min

Channel Partner Program Growth
CyberArk (NASDAQ: CYBR), the global leader in Identity Security, today announced a series of Channel Partner Program initiatives to enhance collaboration, strengthen learning, solve for cybersecurity debt and drive greater customer value while helping CyberArk and its partners dramatically grow Identity Security-related business opportunities.

CyberArk has one of the industry’s largest networks of security-focused partners, with more than 1,800 partners worldwide. CyberArk’s partner ecosystem is scaling fast and delivers strategic resources that enable customers to address the growing sense of urgency around securing the rise of human and machine identities resulting from accelerated digital transformation investments.

With 79% of organizations saying they prioritized maintaining business operations over ensuring robust cybersecurity in the last 12 months, CyberArk partners have significant potential to expand their portfolio and deliver market-leading Identity Security solutions to help their customers better address critical security issues. Built for the dynamic enterprise, the CyberArk Identity Security Platform enables secure access for any identity, human or machine, from anywhere and to the widest range of resources or environments.

CyberArk is making substantial Channel Partner Program investments in strategic areas such as expanding key routes to market, investing in new ways to enhance collaboration and program efficiency, while continuing to improve the overall partner experience. CyberArk also continues to enhance training and offer new certifications to deepen partner knowledge, which significantly expand CyberArk’s market reach and customer time to value.

Expanding Key Routes to Market

Keys to the success of the CyberArk Channel Partner Program include investing in expanded routes to market, especially via Managed Service Providers (MSPs) and global and regional marketplaces. With a 25% increase in the number of transactions with MSPs in 2021, CyberArk continues to expand technology offerings and program features to capitalize on the surge of interest in MSP models that can help customers with limited resources close the skills gap and enable them to scale cybersecurity programs more easily.

Additionally, CyberArk has taken advantage of its strong relationships with solution providers like blueAPACHE, Cyderes and Optiv that are increasingly diversifying their own offerings with CyberArk Identity Security SaaS solutions to both secure existing client services delivery and offer Managed Security Services to an increasingly diverse customer base.

“Over the past several years, there has been a rise of indiscriminate attacks – those that go after ‘everyone.’ MSPs like blueAPACHE are able to respond to growing demand for Identity-centric solutions with the talent and experience organizations need to proactively drive down risk,” said Michael Zuppa, general manager of technology, blueAPACHE. “We have built a successful business with the CyberArk Identity Security Platform at the core. CyberArk is easy to do business with and is critical to us being able to expand our market footprint and deliver best-in-class cybersecurity solutions, centered on Identity Security.”

CyberArk has taken strategic steps to maximize the economies of scale afforded by a growing number of marketplaces from major software vendors and other ecosystems. Marketplaces represent a large and efficient mechanism for customers to purchase and implement security software using a simple, streamlined user experience.

Additionally, global systems integrators and advisory partners represent the largest opportunity for incremental growth and are engaged in almost all of CyberArk’s key deals. CyberArk has added sales coverage and resources for enablement and marketing and is leveraging investments with alliances like Deloitte, PwC and others to deliver more joint offerings and better services strategies.

Collaboration and Program Efficiency

Building on its strong customer-first orientation, CyberArk is applying the same user experience principles and methodologies to its partner program. This means improving on the digital partner experience with new tools and technologies, shared workspaces and other ways to interact, market and learn from the partner community.

Advancements planned for the CyberArk partner portal will improve deal transparency and provide access to deeper data and analytics. Expanded enablement content and tools will help partners consistently deliver best-in-class solutions and will be supported using new “centers of excellence” in areas such as marketing, opportunity management and partner relationship management.

Enhancements around enablement also include specific learning plans for sales, pre-sales and technical certifications, which are designed to engage and reward partners to better support mutual customers, be more influential in their decision making and more focused on delivering services. Additionally, a newly expanded Partner Advisory Council designed to reinforce a “global approach with a regional touch” now better aligns with partners specifically committed to CyberArk’s Identity Security vision.

“With over 350 attendees at Partner Day, which kicked off the recent CyberArk Impact 2022 event, we rolled out a number of exciting initiatives to help our partners worldwide build, sustain and grow successful Identity Security programs,” said Chris Moore, senior vice president, global channels, CyberArk.

“With over 350 attendees at Partner Day, which kicked off the recent CyberArk Impact 2022 event, we rolled out a number of exciting initiatives to help our partners worldwide build, sustain and grow successful Identity Security programs,” said Chris Moore, senior vice president, global channels, CyberArk. “One of the keys to that growth is enabling partners to evolve from a ‘value capture’ to ‘value creation’ approach. For those partners with the commitment and capability to drive our approach to Identity Security, we help them create more value with programmatic building blocks including enablement, incentives and marketing.”

In 2021, CyberArk increased its number of partners by 35 percent year over year. CyberArk’s partner network, which includes system integrators, managed service providers, strategic outsourcers, advisories and distributors, and marketplaces encompasses a diverse ecosystem of non-exclusive partnerships across 95 countries.

Prospective partners interested in the CyberArk Partner Program can visit the CyberArk Partner Network site and submit a partner inquiry.

About CyberArk
CyberArk (NASDAQ: CYBR) is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit https://www.cyberark.com, read the CyberArk blogs or follow on Twitter via @CyberArk, LinkedIn or Facebook.

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CHANNEL PARTNERSHIPS

ConnectWise Wraps Day Two of IT Nation Connect with Announcements of New Innovation Across its Expansive Software and Services Portfolio

ConnectWise | November 15, 2022

Today, ConnectWise, the world’s leading software company dedicated to the success of IT solution providers (TSPs), announced multiple product news milestones and innovation-accelerating partnerships spanning its product and service portfolios. From innovation in business management, to remote monitoring and management, to cybersecurity, these offerings, powered by ConnectWise’s modern Asio™ platform, are designed to help partners save time, reduce costs, secure their environments, strengthen customer experience, and improve profitability. ConnectWise anchored its innovation story around the Asio platform, which launched last year, with many new products and services now benefitting from this modern engineering approach. With this modern, unified, open, and extensible platform, partners can expect infinite scalability, intelligent automation, value-added reporting and insights, and a common user interface. The company also showcased its ability to move from ideation to implementation at a more rapid speed than before—even daily at times—to deliver updates and enhancements across the portfolio. “In order to future-proof the TSP channel as they navigate the infinite edge of computing, ConnectWise is moving towards more rapid innovation with the Asio platform as our centralized data layer that can scale with predictive and consultative AI,” said Jason Magee, ConnectWise CEO. “In order to future-proof the TSP channel as they navigate the infinite edge of computing, ConnectWise is moving towards more rapid innovation with the Asio platform as our centralized data layer that can scale with predictive and consultative AI,” said Jason Magee, ConnectWise CEO. “The partnerships and improvements we’ve announced today are examples of the breadth of services we can bring together in a way that is meaningful for partners, powerful in its extensibility, and rooted in secure development principles.” A variety of new offerings were announced during the product keynote of IT Nation Connect demonstrating these priorities. Just a handful of examples include: Supporting TSPs with Relentless Automation & Streamlined Business Management Navigating through multiple platforms may take only a “few clicks” but when done hundreds of times a day, that work adds up. Integrations spanning various ConnectWise products brings these functions into a single pane of glass. ConnectWise PSA™ (Manage) now has an ITBoost overlay where partners can link-to and access ITBoost data within tickets and the broader system without leaving the PSA. Similarly, an integration with SmileBack™, a ConnectWise solution, merges customer feedback directly into the Service Desk module. The company also showed off the Microsoft Intune integration with ConnectWise RMM™ which allows partners to see compliance status of all devices without needing to click into each Intune tenant. Attendees got an up-close view of a refreshed ITBoostTM, a ConnectWise solution. ConnectWise has invested significantly in ensuring the knowledge ITBoost provides to partners is readily available. Scalable business management tools, like being able to perform bulk actions and mass updates on core assets, custom templates within ITBoost, are critical to MSPs success. The company also touched on its intentions with Wise-SyncTM, a ConnectWise solution, a payments automation company recently acquired by ConnectWise. Partners are already benefitting from the Wise-Sync integration with ConnectWise PSA, and Wise-Pay for ConnectWise CPQTM, and the company pointed towards an intent to expand Wise-Pay to PSA. Mobilizing the importance of payments is another component ConnectWise is solving for MSPs. Managing a variety of similar solutions across a breadth of products puts further burden on TSPs cash flow. Long-term, ConnectWise expects Asio to be the go-to hub to present the right solution at the right time at the right price from the right vendor through the right supplier with a clean experience weaving it all together. The strategic alliance ConnectWise announced with distributor Arrow yesterday is just one example of this. Today, the company also announced key integrations with ConnectWise CPQ (Sell) to enhance the quoting process, streamline quote creation and billing reconciliation, and reduce the need to chase clients for payments. These include a Wise-Pay integration that eliminates accounts receivables burdens, ensuring timely payments; and new integrations with Amazon Business and Anixter. Putting Data to Work for TSPs The industry-leading dashboards from BrightGauge®, a ConnectWise solution, are now available across other products in the ConnectWise family of solutions. BrightGauge and Sentinel One enable partners to raise visibility of when threat actors may be at work. BrightGauge with ConnectWise RMM allow partners to visualize health scores, status, and summary of clients' devices. And BrightGauge paired with ITBoost demonstrate ways to stay on top of asset expirations, how your documentation is getting used and more. Bringing data from multiple sources into a single dashboard has a powerful impact with many partners already benefiting from these powerful insights. Provide an Outstanding Experience ConnectWise is striving to be easier to do business with and ensure our partners are able to take similar ideologies forward to their clients. SIEM Executive Reports are designed for MSPs to pass pertinent details and insights on to their clients outlining the number of potential attacks that were blocked, demonstrate the effectiveness of the tools, and help MSPs communicate the value and effectiveness of their security services to their customers. With talent shortages as an international challenge, and recognizing employees are often the drivers of a business’s reputation, ensuring employee satisfaction is more important than ever. ConnectWise introduced a new policies and packages feature within ConnectWise RMM that can push necessary software to various libraries of technology types based on preconfigured settings. Features like this simplify the manual tasks for technology employees, freeing up time for them to focus on strategic priorities. Helping TSPs Secure Themselves and Their Customers ConnectWise announced that it has expanded its cybersecurity portfolio to offer increased capabilities, in some cases by teaming up with other providers to architect best-in-class solutions. ConnectWise Vulnerability Management automates routine scanning of an environment for exposures and vulnerabilities, giving end-users visibility towards potential cyber risk and areas where incremental security investments could deliver the best protection. SASE by ConnectWise and Exium offers endpoint protection from malware and data leaks with a suite of technologies partners typically have to purchase individually. This unique partnership provides secure internet access for users and zero-trust access to cloud and on-premises resources through a cost effective and modern cloud-based SASE platform. IAM by ConnectWise and Evo extends protection for MSP-centric multi-factor authentication, single sign-on and elevated access for MSP administration to defend against the most exploited attack vector, partners’ employees themselves. Whether starting from scratch or expanding services to an existing cybersecurity practice, ConnectWise solutions are purpose-built to launch quickly and deliver outstanding client security outcomes. For partners who want assistance building their cybersecurity practices, the ConnectWise Partner Program offers enablement, marketing support, sales support, investment funds and more—those in the program have grown their cybersecurity practices four times faster than others.

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CHANNEL PARTNERSHIPS

Introducing Enhanced Channel Program Focused on Rewarding Partners for Deeper Platform Investments

Smartsheet | September 20, 2022

Second paragraph, second sentence of release should read: “In fact, annual bookings led by partners has grown 59% since launching the program three years ago,” said Steve Stewart, Global Head of Channel at Smartsheet. (instead of “In fact, annual bookings led by partners has grown to 59% since launching the program three years ago,” said Steve Stewart, Global Head of Channel at Smartsheet.). The updated release reads: A NEXT GENERATION OF SMARTSHEET ALIGNED: INTRODUCING ENHANCED CHANNEL PROGRAM FOCUSED ON REWARDING PARTNERS FOR DEEPER PLATFORM INVESTMENTS New program structure and benefits will recognize partner expertise, performance, and achievement with Smartsheet’s work management platform Smartsheet, the enterprise platform for dynamic work, today shared how channel partners can unlock more through the Smartsheet Aligned program starting in February 2023. During the 2022 Global Partner Summit, the company unveiled the new program structure, which will recognize and reward over 800 global partners with tailored benefits allowing them to differentiate their value-add and promote the extensive investments they have made in Smartsheet. “Smartsheet partners have played a critical role in the growth of our business, from extending our sales and marketing reach to expanding our professional services capabilities. In fact, annual bookings led by partners has grown 59% since launching the program three years ago,” said Steve Stewart, Global Head of Channel at Smartsheet. “As customer requests for increasingly complex solutions continued to grow, it was imperative that our program evolve and offer enterprise-grade benefits to our partners so they can continue to provide best-in-class service for our customers. With the new structure, Smartsheet Aligned will be significantly more robust and focused on complex solution building than anyone else in the collaborative work management market.” Building on this leadership, the new Smartsheet Aligned program will provide specialized paths for partners to grow their businesses based on the unique value they provide Smartsheet customers. Partners like Global PMO and WORK BOLD can earn tiered benefits based on their partnership, performance, and capabilities, including: New custom role-based training and solutions certifications designed specifically for upskilling Smartsheet Aligned partners in addition to ongoing sales and technical training; Expanded financial discounts and rebates including differentiated incentives that provide a competitive market advantage; New marketing and demand generation resources to raise awareness of their business and drive net new opportunities; and Access to world-class technical enablement resources including pre- and post- sales experts to support partners with the delivery of complex Smartsheet solutions. “Smartsheet’s world-class partner program coupled with the tremendous growth of the CWM market has helped us quickly grow our business over the past four years,” said Sebastian Paasch, Managing Director at AMX. “From the increased visibility with Smartsheet’s customer base to the recognition around our investments in their industry-leading platform, I look forward to building on our partnership in the next phase of the Smartsheet Aligned program.” At the Global Partner Summit, partners will preview the new program structure, learn about new products, and network with others from around the world. Smartsheet and the partner community will also recognize eight partners for their achievements in standout sales and customer excellence. This year’s winners are: Americas Partner of the Year, Optimum Consulting, for the strongest growth across Smartsheet’s North and South American partner community; APAC Partner of the Year, Attura, for the strongest growth and capabilities across Smartsheet’s APAC partner community; EMEA Partner of the Year, Cheetah Transformation, for the strongest growth and capabilities across Smartsheet’s EMEA partner community; Channel Hero of the Year, Productive Project Solutions, for providing the greatest assistance to other partners in the Smartsheet Channel ecosystem; Rookie of the Year, Prime Consulting Group, for the strongest growth and capabilities within the first calendar year as a registered Smartsheet partner; Government Partner of the Year, M2 Strategy, for the strongest ARR growth across the private and public sector; and Brandfolder Partner of the Year, Getty Images, for the strongest growth and capabilities across the Brandfolder partner community. Additionally, at the Summit, Smartsheet will select a winner for Solution Spotlight of the Year, which recognizes the partner whose solution created the biggest impact, whose ingenuity best addresses customer needs, and who can most readily scale solutions to other customer accounts. Learn more about how to be a part of the Smartsheet Aligned ecosystem here. About Smartsheet Smartsheet (NYSE: SMAR) is the enterprise platform for dynamic work. By aligning people and technology so organizations can move faster and drive innovation, Smartsheet enables its millions of users to achieve more. Visit www.smartsheet.com to learn more.

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MARTECH

ISG to Publish Report on Salesforce Partner Ecosystem

ISG | November 10, 2022

Information Services Group (ISG) (Nasdaq: III), a leading global technology research and advisory firm, has launched a research study examining providers of services to enterprises using or newly adopting Salesforce cloud-based applications. The study results will be published in a comprehensive ISG Provider Lens™ report, called Salesforce Ecosystem Partners 2023, scheduled to be released in March 2023. The report will cover companies offering Salesforce implementation and managed application services for large and midsize enterprises, including support for multi-cloud environments and for extensive automation of marketing functions. Enterprise buyers will be able to use information from the report to evaluate their current vendor relationships, potential new engagements and available offerings, while ISG advisors use the information to recommend providers to the firm’s buy-side clients. Salesforce adoption has grown steadily in recent years as enterprises have found that Salesforce applications are often easy to implement even without significant involvement by IT departments. In some cases, this ease of use has led to scattered application landscapes in which different sales teams implemented their own Salesforce tools. Amid the overall trend toward cloud-based applications, Salesforce has replaced older customer relationship management (CRM) applications, some of which were custom-built, in many organizations. “Salesforce fulfills the sales and marketing needs of a wide range of enterprises,” said Jan Erik Aase, partner and global leader, ISG Provider Lens Research. “Salesforce fulfills the sales and marketing needs of a wide range of enterprises,” said Jan Erik Aase, partner and global leader, ISG Provider Lens Research. “Those that need an outside partner to address the complexity of building and running their Salesforce implementation can rely on a robust ecosystem of providers.” ISG has distributed surveys to approximately 200 Salesforce service providers. Working in collaboration with ISG’s global advisors, the research team will produce six quadrants representing services that typical Salesforce customers are buying, based on ISG’s experience working with its clients. The six quadrants are: Multicloud Implementation and Integration Services for Large Enterprises, evaluating providers of services for implementing Salesforce applications and integrating them into the complex technology landscapes of large, usually global organizations. Implementation Services for Core Clouds Midmarket, assessing providers that specialize in implementing Salesforce Sales Cloud, Service Cloud, Commerce Cloud and Community Cloud at small and midsize enterprises, where integration requirements typically are low. Implementation Services for Marketing Automation Midmarket, covering specialists in implementing Salesforce Marketing Cloud where there is a limited need for real-time integration, usually in small and midsize organizations. Managed Application Services for Large Enterprises, evaluating providers of maintenance and support functions, including monitoring, remote support and centralized management of Salesforce applications, typically for clients with complex application landscapes that include solutions from many software vendors. Managed Application Services for Midmarket, assessing providers of maintenance and support services for midmarket clients, which in most cases have lower integration requirements and a more regional focus. Implementation Services for Industry Clouds, covering providers that focus on implementing Salesforce industry cloud products such as Financial Services Cloud and Health Cloud, often using industry-specific skills and accelerators. Geographically focused reports from the study will cover the global Salesforce services market and examine products and services available in the U.S., Germany, Brazil, France and the U.K. ISG analysts Rainer Suletzki, Marcio Tabach, Rodrigo Barreto, Gabriel Sobanski, Mauricio Ohtani, Reza Sarwari and Puranjeet Kumar will serve as authors of the report. A list of identified providers and vendors and further details on the study are available in this digital brochure. Companies not listed as Salesforce service providers can contact ISG and ask to be included in the study. All 2023 ISG Provider Lens™ evaluations feature new and expanded customer experience (CX) data that measures actual enterprise experience with specific provider services and solutions, based on ISG’s continuous CX research. Enterprise customers wishing to share their experience about a specific provider or vendor are encouraged to register here to receive a personalized survey URL. Participants will receive a copy of this report in return for their feedback. About ISG Provider Lens™ Research The ISG Provider Lens™ Quadrant research series is the only service provider evaluation of its kind to combine empirical, data-driven research and market analysis with the real-world experience and observations of ISG's global advisory team. Enterprises will find a wealth of detailed data and market analysis to help guide their selection of appropriate sourcing partners, while ISG advisors use the reports to validate their own market knowledge and make recommendations to ISG's enterprise clients. The research currently covers providers offering their services globally, across Europe, as well as in the U.S., Canada, Brazil, the U.K., France, Benelux, Germany, Switzerland, the Nordics, Australia and Singapore/Malaysia, with additional markets to be added in the future. For more information about ISG Provider Lens research, please visit this webpage. A companion research series, the ISG Provider Lens Archetype reports, offer a first-of-its-kind evaluation of providers from the perspective of specific buyer types. About ISG ISG (Information Services Group) (Nasdaq: III) is a leading global technology research and advisory firm. A trusted business partner to more than 800 clients, including more than 75 of the world’s top 100 enterprises, ISG is committed to helping corporations, public sector organizations, and service and technology providers achieve operational excellence and faster growth. The firm specializes in digital transformation services, including automation, cloud and data analytics; sourcing advisory; managed governance and risk services; network carrier services; strategy and operations design; change management; market intelligence and technology research and analysis. Founded in 2006, and based in Stamford, Conn., ISG employs more than 1,300 digital-ready professionals operating in more than 20 countries—a global team known for its innovative thinking, market influence, deep industry and technology expertise, and world-class research and analytical capabilities based on the industry’s most comprehensive marketplace data. For more information, visit www.isg-one.com.

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