Channel Partnerships
PR Newswire | October 06, 2023
Global cybersecurity leader Trend Micro Incorporated (TYO: 4704; TSE: 4704) has announced a complete redesign to the company's worldwide partner program. This re-design will accelerate business growth for partners and allow them to further deliver exceptional value to end customers.
Eva Chen, CEO at Trend:
Our partners have been an indispensable part of our extraordinary journey spanning over three decades. We anticipate the achievements still to come as we continue to strategically align with our partners to safeguard the digital world. As we introduce a new era of the channel with this completely re-designed partner program, I am proud to announce our joint mission to enable partners to become the most resilient cybersecurity companions and guide our customers through their security lifecycle.
The program is built around the Trend Vision One™ platform, creating opportunities for partners to deliver services and assessments for both enterprise and SMB-focused partners.
Customers are facing increased risks as threat actors derive greater monetary value from criminal activities. As cybersecurity demand grows, the need for in-house skills to protect data, companies, brands, industries and governments grows as well. Partners can close this gap by delivering value via crucial services: MSSP, MSP, SOCaaS, XDR, Incident Response, and much more. To address this need, Trend is improving the ability for partners to offer assessments to customers, including Cyber Risk Assessments, new additions of External Attack Surface, Cloud Posture, and Azure AD Assessments. Over 800 partners have already leveraged Cyber Risk Assessment Services to complete 1,400+ customer assessments—and more new services are on the way.
Anne Saunders, Global Director of Cybersecurity Partnerships at Capgemini: "Working alongside Trend has empowered us to deliver unmatched security and tremendous value to our customers. As we see growing complexity in the cybersecurity landscape, our partnership with Trend is a key element to our success in enabling business transformation. We're looking forward to giving more customers the tools they need to secure their organizations with confidence."
As Trend and its partners have evolved together, so has another critical component: artificial intelligence, which enables partner analysts to understand the next threat alert, and the next opportunity for growth within customer accounts, further deepening a partner's value to their end customers.
Jay McBain, Chief Analyst at Canalys: "Hybrid IT environments are growing in complexity, with managed security services serving as a major driver for the channel. At the same time, the channel is undergoing a shift towards cloud, services, marketplaces, incident response and consulting. It's great to see Trend Micro providing extensive support – including a well-balanced Partner Capability Model – that paves the way for partners to excel in managed services, by leveraging the power of generative AI."
The Trend Partner Program will enable channel partners to:
Embrace AIwith Trend Vision One generative AI capabilities, empowering SOC teams to accelerate daily workflows, enhancing their performance and productivity
Increase profitabilitywith stacked benefits; from capabilities, deal participation and co-selling, marketplace competitive private offers and recognized partners' influenced revenue in services and consulting
Expand serviceswith new competencies for partners to earn their technical and service validations in cloud security, professional services, managed security services, SOC, IR, and more
Co-sell and generate more leadswith multiple lead gen tools and customer workshops, including co-branded risk assessments, cloud security for AWS and Azure workshops, online demo environments, marketplace incentive campaigns, and numerous co-sell and co-branded sales tools
Experience immersive learningwith Trend Campus, which supports hybrid learning across three progressive tracks as well as in-depth 1:1 consultation for competency partners
Leverage an integrated digital experienceacross partner locator, partner portal, mobile app, leads dashboard and cloud marketplaces
The Trend Partner Program is built on the foundation of a thriving channel business comprising 147,000 profiled partners, more than half of whom took broader cybersecurity training in the past year. Deal registration has seen a significant increase, especially by co-selling partners, with 42% YoY growth in AWS CPPO partners and a 46% YoY increase in MSP partners selling XDR.
Sean Barker, CEO at cloudEQ: "Organizations rely on us to address their business challenges and speed up their digital transformation while ensuring business continuity. Security is a shared responsibility and a critical element of the cloud migration journey, and we work alongside Trend to provide customers with proactive and automated cloud security. The latest iteration of Trend's partner program will further enable us to deepen our expertise and broaden our services to safeguard our customers' cloud applications."
Trend continues to evolve and grow alongside partners, ensuring that joint customers remain protected while remaining profitable and extending partner opportunities.
About Trend Micro
Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled by decades of security expertise, global threat research, and continuous innovation, Trend Micro's cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, the platform delivers a powerful range of advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, and central visibility for better, faster detection and response. With over 7,500 employees across 65 countries, Trend Micro enables organizations to simplify and secure their connected world. www.TrendMicro.com.
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Martech
WebWire | October 26, 2023
HP Inc (NYSE: HPQ) today announced the launch of HP Amplify for All, an initiative which integrates all HP solutions and services including Poly, Teradici and HyperX into the HP Amplify Program, offering one unified global1 platform for partner engagement. Going live on November 1, 2023, the newly integrated partner program will also be extended to Distribution Partners. HP Amplify Distribution is the industry’s first program tailored for distributors and marks the successful implementation of the HP Amplify Program across all partner categories.
In addition, HP today revealed details for new Commercial Partner benefits effective November 1, including the More for More rate multiplier to enhance partner compensation and Fast Lane, the industry’s first automated Marketing Development Funds (MDF) reimbursement process. The company also announced Growth Plays, a new program element to be rolled out across Commercial and Distribution Partners in May 2024.
By leveraging our expanded portfolio and enticing new benefits, HP partners are uniquely positioned to catalyze substantial, long-lasting growth, stated Kobi Elbaz, Senior Vice President & General Manager, HP Global Channel Organization. Every enhancement to the program launched today has been shaped by the invaluable feedback of our extensive partner network and we are committed to continually refining the Amplify Program to stay at the forefront of evolving industry dynamics.
Doubling Down on Distribution
With the launch of HP Amplify Distribution on November 1, distributors can benefit from the industry-first foundation of capabilities, collaboration, and performance. The new program, optimized for Distribution Partners, removes complexity making it easier for distributors to take advantage of its many benefits and engage customers on a deeper level.
“Distribution Partners hold a vital position in the channel ecosystem and their capabilities have continued to evolve and expand to meet the growing needs of resellers and customers,” Elbaz continued. “Based on their unique insights, we designed the Amplify Distribution program with flexibility in mind, allowing distributors with foundational capabilities to join seamlessly, while rewarding those invested in advanced capabilities to incrementally boost profitability and grow their business.”
New Benefits for Commercial Partners
Amplify More for More
With the launch of Amplify More for More on November 1, 2023, partners who sell across the HP portfolio will provide a better customer experience and benefit from higher compensation opportunities. The new More for More rate multiplier will be provided in addition to the existing core Amplify incentives. For instance, Power Partners focused on Personal Systems can easily qualify by increasing sales of peripherals, Poly headsets and Workforce Solutions product lines.
Based on partner feedback and HP’s evolving growth strategy, the company intends to further develop the More for More program in the upcoming fiscal year, integrating additional incentive metrics to promote shared success.
Amplify Fast Lane
Amplify Fast Lane represents a first-of-its-kind joint demand generation MDF claiming process, designed to simplify and accelerate reimbursement for eligible partners2 through an automated claims and payment procedure.
By speeding up payment turnaround time by up to 50%, the Amplify Fast Lane program addresses partner pain points and enhances the overall experience of collaborative marketing efforts. Fast Lane offers a more efficient, user-friendly MDF claim experience, enabling qualified partners to focus on optimizing demand generation initiatives rather than being bogged down in complex processes.
Amplify Growth Plays
Starting in May 2024, all HP Amplify Commercial Partners will have access to a new specialization program built around HP’s growth categories - Amplify Growth Plays. Focused on driving opportunities and incremental partner profitability, Amplify Growth Plays enables a clear path to portfolio specialization. Combined with unique tools, capabilities and compensation elements, Amplify Growth Plays rewards partners with tailored benefits for investing in these customer-driven growth areas.
Examples of the Amplify Growth Plays launching in May 2024 include Managed Print Services, Lifecycle Services, SMB Video Collaboration Solutions, and HP Software. Upon launch, current Amplify specializations will evolve to Amplify Growth Plays.
Amplify Impact Expansion
HP also announced today the expansion of its award-winning Amplify Impact partner sustainability program to Distribution Partners and five additional countries: Austria, Belgium, Luxemburg, Netherlands and Finland. Participating partners across 48 countries will now have access to HP’s world-class sustainability resources to drive preference and impact across Climate Action, Human Rights and Digital Equity.
Sustainable practices are not only vital for the future of our planet – they are good for business. In 2022, Corporate Knights reported that over 60% of HP’s revenue met sustainability standards3, showcasing consumer preference for eco-friendly offerings. HP Amplify Impact assists partners with resources to identify gaps and guidance for achieving sustainability goals, highlighting the growing significance of ESG strategies.
About HP
HP Inc. (NYSE: HPQ) is a global technology leader and creator of solutions that enable people to bring their ideas to life and connect to the things that matter most. Operating in more than 170 countries, HP delivers a wide range of innovative and sustainable devices, services and subscriptions for personal computing, printing, 3D printing, hybrid work, gaming, and more. For more information, please visit: http://www.hp.com.
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Martech
Mimecast | September 13, 2023
Mimecast's partner program prioritizes enhancing partner experiences with new incentives and investments.
Based on the Mimecast Partner ONE foundation, Mimecast's new global reseller program is live in the US and UK, with a worldwide rollout set for October 2023.
Existing core programs, like MSP and Technology partnerships, will eventually migrate to Mimecast Partner ONE.
Mimecast Limited, a leading advanced email and collaboration security solutions provider, has officially unveiled the Mimecast Partner ONE Program. This program represents a significant evolution of their already industry-leading partner initiative.
Mimecast Partner ONE is a foundational framework designed to streamline and expand partners' business approaches and market strategies, ultimately improving the overall partner experience. Furthermore, it aims to expedite and fortify the cybersecurity journey for customers.
While emphasizing the necessity of acknowledging that there is no one-size-fits-all solution, Stan de Boisset, Senior Vice President of WW Partners, stated that in the contemporary business environment, cybersecurity threats have transcended their origins as simple IT problems and now stand as critical business challenges, carrying the potential for substantial financial and reputational harm. He pointed out that companies, regardless of size, pursue tailored products and services to shield themselves from progressively intricate cyberattacks.
Stan de Boisset further remarked, "Through an accelerated go-to-market (GTM) strategy, the Mimecast Partner ONE Program will help partners meet their customer needs and gain market share through enhanced programs."
[Source: Globe Newswire]
Mimecast Partner ONE Program empowers partners to expand and achieve scalability through a network built on deep engagement and substantial GTM investments. In addition to streamlining the core elements of their channel structure, this initiative introduces several noteworthy benefits. For instance, it enables partners to accelerate the execution of their unique GTM strategies through performance-based programs. This initiative simplifies the process of effectively meeting customer needs by emphasizing the power of collaboration. Moreover, a dedicated team within the program actively supports an engagement model firmly committed to ensuring the long-term success of partner organizations. This comprehensive approach underscores Mimecast's dedication to enhancing the partner experience and supporting their growth in the cybersecurity domain.
Samantha Stevens, Business Manager for Vendor Alliances at Exclusive Networks UK, highlighted the ongoing challenge every service provider faces today in maintaining a balance between acquiring new customers, retaining existing ones, and consistently innovating their products. She expressed excitement about participating in Mimecast's advanced partner program, which will enhance its value proposition in the market and align more closely with partner demands.
Mimecast's foray into emerging markets, including France, aligns seamlessly with its steadfast dedication to extending its reach to a global audience through continuous product innovation and strategic partnerships. The company remains committed to advancing the Mimecast Partner ONE Program, equipping partners to enhance their value proposition, foster growth, and ensure an outstanding experience for both partners and customers.
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