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 * Editors
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Companies
 * A-G
   * Accenture
   * Amazon Web Services
   * AMD
   * Apple
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   * Broadcom
   * Cisco Systems
   * Citrix Systems
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   * CommVault
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   * Dell Technologies
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   * ESET
   * Fortinet
   * Google

 * H-P
   * Hewlett-Packard Enterprise (HPE)
   * HPE Aruba Networking
   * Hitachi Vantara
   * HP Inc.
   * IBM Corporation
   * Ingram Micro Inc.
   * Intel Corporation
   * Juniper Networks, Inc.
   * Kaseya
   * Lenovo
   * Microsoft Corporation
   * NetApp, Inc.
   * Nutanix
   * NVIDIA
   * OpenText
   * Oracle Corporation
   * Palo Alto Networks Inc
   * Pax8
   * Pure Storage

 * R-Z
   * Red Hat
   * Salesforce
   * Samsung
   * ServiceNow
   * SonicWALL
   * Symantec by Broadcom Software
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   * Products Of The Year

 * R-Z
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 * CloseUps
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   * CyberPower
   * Grammarly
   * Intermedia Cloud Communications
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   * Wasabi

 * Communities*
   * AMD & Supermicro Performance Intensive Computing
   * Cybersecurity as a Service
   * Dell Enterprise Tech Provider
   * Fortinet Secure Network Hub
   * Hitachi Hybrid Cloud Solutions
   * Inclusive Leadership Network
   * Lenovo 360
   * Surface for Business
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 * ▸ Cybersecurity Channel Moves: Q4 2023

Security


CYBERSECURITY CHANNEL MOVES: Q4 2023

By Kyle Alspach
December 8, 2023, 5:24 PM EST

We’re taking a look at the security vendors that’ve unveiled major partner
program updates or named new channel chiefs in the fourth quarter of 2023.

Opportunities For Partnering

As 2023 closes out with its final quarter, the pace of major channel program
updates by cybersecurity vendors has remained brisk. During the fourth quarter
of the year, security vendors of all sizes — and across many sub-sectors of the
industry — have touted new investments in partners with the unveiling of new or
expanded channel programs. Meanwhile, numerous cybersecurity product companies
have announced new executive hires to spearhead their growing channel partner
programs during the current quarter.

[Related: The 10 Hottest Cloud Security Startup Companies Of 2023]

Companies that unveiled major partner program updates or named new channel
chiefs in Q4 included some of the industry’s biggest vendors, such as Palo Alto
Networks and Check Point; privately held unicorns such as Netskope and
Securonix; and even, in some cases, early-stage startups such as Sevco Security.

What follows are the details on cybersecurity companies that made major channel
moves in Q4 of 2023.

---



Palo Alto Networks

On Oct. 2, Palo Alto Networks announced it’s rolling out major new enhancements
to partner profitability and predictability as part of its drive to enable the
channel to sell more products across its platform. The update to the company’s
NextWave Partner Program has included the shift to a compensation model based on
backend rebates. The company also introduced a more-lucrative incentive for
individual partner sales representatives.

With the shift, Palo Alto Networks has moved from offering just a small number
of rebates to its largest partners to providing nearly 40 different backend
rebates — some of which will be available to all NextWave partners.

Two types of new rebates are being offered to NextWave solution provider and
MSSP partners — “Expertise” rebates for closing or registering deals in the
partner’s area of specialization or proficiency, and “Opportunity” rebates for
providing additional sales or technical value.

Palo Alto Networks also introduced the new “Partner Perks” sales incentive,
through which individual sales reps are eligible to earn up to $5,000 per deal,
said Tom Evans (pictured), vice president of worldwide channel sales at the
company. While Palo Alto Networks has previously offered one-off sales
incentives to reps based around key sales pushes — such as at the end of a
quarter, for instance — the Partner Perks incentive is not time-bound, according
to the company. It’s the first time Palo Alto Networks has offered an ongoing
sales rep incentive, Evans noted.

Infima Cybersecurity

On Oct. 2, Infima Cybersecurity, a provider of highly automated security
awareness training, announced the hire of Larry Meador (pictured) as its
first-ever channel chief with the goal of driving increased engagement with
MSPs. Meador joined Infima from DataStream, an MSP-focused cyber insurance
broker and services firm, where he’d been channel chief since August 2022.

Founded in 2017 by CEO Joel Cahill and CTO Kevin Geier, Infima offers a
“next-gen” security awareness training platform that provides dramatically
simplified administration for MSPs, according to the company and partners. The
Infima platform offers speedy setup and requires minimal oversight once it’s up
and running, company executives and partners told CRN.

Meador will be the “perfect fit” as the first channel chief at Infima, according
to Atul Bhagat, president and CEO of BASE Solutions, who’s known Meador from his
time at DataStream. Meador is a seasoned channel leader with a wide network in
the MSP community, Bhagat said.

Trend Micro

On Oct. 4, Trend Micro announced a major step in its efforts to help enable the
channel to deliver more services around its Vision One cybersecurity platform
with the launch Wednesday of a redesigned partner program that adds new
competencies, assessments and discounts for partners.

The availability of competencies from Trend Micro — including in areas such as
professional and managed services — is a great move that will help partners to
showcase their service capabilities to customers, said MJ DiBerardino,
co-founder and CEO at Cloudnexa, a longtime Trend Micro partner.

Louise McEvoy, vice president of U.S. channels at Trend Micro, told CRN that
earning competencies will also qualify partners to receive additional discounts
— which are now being introduced with the channel program update. “We’re adding
in more discounts. So if [partners] have a competency, if they have more people
within the company that are certified, if they have new deal registrations …
we’re going to recognize them and add it to their stack [of] discounts,” McEvoy
(pictured) said.

Securonix

In early October, former Ivanti executive Mark Stevens (pictured) joined SIEM
provider Securonix as its new channel chief — with plans to make partners
increasingly central to the company’s growth strategy going forward, he told
CRN.

Securonix currently has “over 100” channel partners, and plans to significantly
add to that number, Stevens said. Additionally, Securonix has intentions to
begin working with distributors for the first time, executives said.

Stevens, whose title at Securonix is senior vice president of channels and
alliances, had most recently served as Ivanti’s global senior vice president for
strategic alliances and OEM.

Cybersixgill

Threat intelligence data firm Cybersixgill in October announced the debut of a
new program for VAR partners with a number of benefits and resources. Those
include access to the company’s Partner Portal offering training, sales
enablement tools and marketing/sales collateral; deal registration; and sales
incentives including spiffs, rebates and spot discounts. The Cybersixgill VAR
program is “highly collaborative and we work with our partners every step of the
way,” said Brandon Gaovongphet, the company’s senior director of channel sales,
in a news release.

Asimily

Asimily, a provider of an IoT and medical device risk management platform,
announced Oct. 11 the debut of its channel partner program. The Launch program
focuses on partners including resellers, global service providers and MSPs, the
company said. Asimily ultimately aims to provide partners with “the scale,
insights, and disruptive IoT security solution” needed to protect their
customers, said Rusty Feldman, the company’s senior vice president of global
sales, in a news release.

Kroll

In mid-October, Kroll announced the expansion of its Cyber Partner Program with
the introduction of a new specialization for MSPs. As part of the new
specialization, MSPs will receive remediation advice as well as reporting and
technical account manager support from Kroll, the company said.

In a news release, Kroll’s global head of channel and alliances, Keith Carter,
said that the specialization “allows the MSP to add security services and, in
particular, our industry-recognized MDR platform, to enhance its portfolio
supporting its clients with a relatively low cost to entry.”

The expansion follows the launch of the Kroll channel program in February.

QuSecure

On Oct. 19, QuSecure, which offers a software-based, post-quantum cryptography
platform, announced the launch of its first formal channel program and the hire
of Stuart Oliver as vice president of worldwide partner go-to-market programs.
The QuSecure Partner Program is focused on offering training — including
pre-sales, sales and technical training — as well as providing discounts and
sales/marketing benefits to partners, the company said. Previously, Oliver
(pictured) had held channel team leadership positions at NetApp and Nebulon,
QuSecure said.

Illumio

Veteran channel chief Todd Palmer made the jump to cybersecurity vendor Illumio
from Tanium, amid what he described as a massive growth opportunity for partners
in zero-trust security.

Palmer (pictured) told CRN that he has joined Illumio as its senior vice
president of global partner sales and alliances, filling the channel chief role
that had been vacant since May.

At Illumio — recognized with a 5-star rating in CRN’s Partner Program Guide for
2023 — “everyone here is committed to growing this business through partners,”
Palmer said. While the percentage of Illumio’s revenue that goes through the
channel was not available, Palmer told CRN that “you’re probably going to see a
dramatic shift in that” toward a higher percentage through partners.

Palmer was most recently senior vice president of global partner sales at
Tanium, where he’d worked since April 2020.

Earlier in his career, Palmer was vice president of worldwide channels at
Cohesity from 2017 to 2019. Before that, he served as vice president of Americas
channel sales at Palo Alto Networks from 2014 to 2017.

Tanium

Tanium announced Oct. 24 it has appointed Tony Beller (pictured) as senior vice
president of global partner sales, who’s focused on driving “the company’s next
phase of channel growth [while] expanding a robust service provider and partner
ecosystem,” the company said in a news release. The provider of “converged
endpoint management” aims to boost its work with partners including MSPs and
global system integrators, the firm said. Beller’s career has included roles at
Tibco, ServiceNow and Salesforce, most recently as a senior vice president at
Cloud Software Group (comprised of Tibco and Citrix).

Radiant Logic

Radiant Logic, a provider of an “identity data fabric” platform, announced Nov.
1 it has revamped and expanded its partner program under the leadership of a
newly appointed channel chief. Jeff Tishgart, who’s taken the role of vice
president of global partners and alliances, previously held roles at identity
security vendors including PlainID and SailPoint. The “relaunch” of the Radiant
Logic channel program demonstrates a “dedication to providing an accessible,
flexible and scalable Identity Data Platform” to partners, Tishgart said in a
news release.

Sevco Security

Sevco Security, which offers a cloud-native platform for cybersecurity asset
attack surface management (CAASM), announced in November the debut of the new
Sevco Channel Partner Program. The incentive-based program aims to “reward
channel partner representatives for driving new deals and evaluations,” the
startup said in a news release. Incentives include a spiff (sales performance
incentive fund) program with “generous monetary incentives and significant
discounts on Sevco’s SaaS-based 4D Asset Intelligence Platform for its
partners,” the company said.

Netskope

Netskope recently announced the appointment of Mike Hines (pictured) as its new
vice president of channel sales in North America. Hines, a veteran of the
enterprise software industry over his more than two-decade career, previously
held positions at cybersecurity-focused vendors including Akamai, Okta and
LastPass. Most recently, he was vice president for the Americas and EMEA channel
at LastPass. At Netskope, Hines is reporting to Dave Rogers, senior vice
president of global alliances and channel sales.

Check Point

On Nov. 8, Check Point announced the major revamp of its MSSP Partner Program
with a number of notable updates. Key features of the enhanced program include
simplified onboarding; a consumption-based pricing model (with options that
include fixed, pay-as-you-go and tiered); an improved Infinity Portal that
enables faster and easier management and deployment; and free training as well
as “distributor support allowing MSSPs to start selling and benefitting
immediately,” the company said in a news release.

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Blancco

Data erasure specialist Blancco appointed Jim Elder (pictured) as its new vice
president of global pathways. Elder, a channel and cybersecurity industry
veteran, previously served as channel chief for the Americas partner
organization at NetApp. Other prior sales leadership roles include positions at
SanDisk, Hewlett-Packard, AMD, and IBM.

At Blancco, Elder will be responsible for expanding the firm’s partnerships with
solution providers, system integrators and other partners.

Barracuda Networks

Barracuda Networks announced the appointment of Patrick O’Donnell as senior vice
president of worldwide MSP sales in November, followed by the unveiling of its
new global partner program in December.

O’Donnell, a longtime sales executive who previously held positions with IBM and
GE, most recently served as vice president of North America sales at Datto.

On Dec. 5, Barracuda announced the launch of its new Barracuda Partner Success
Program, with “support for resell partners across multiple routes to market”
including resale, managed services and marketplace, the company said in a news
release. Through the new program, partners “will be recognized for their
Barracuda business as a whole, regardless of the route to market, and they will
be provided with benefits and resources based on their total sales
contribution,” Barracuda said.

OneSpan

OneSpan unfurled its first formal channel program Dec. 6 with the aim of
bolstering the cybersecurity vendor’s work with partners through enhanced
training, marketing support and incentives, the company told CRN.

An executive at a major OneSpan partner told CRN the moves are “sending the
right message” to solution providers, showing that the company is serious about
ramping up its focus on channel-driven expansion.

“The fact that OneSpan is taking the time to put in place this partner program
tells a lot,” said the executive, Louis-Nicolas Hamer, co-lead of the Salesforce
and OneSpan Sign practices at Quebec City-based consultancy Levio.

Main components of the OneSpan Partner Network program include enhanced access
to training materials, marketing resources, sales tools and technical support,
the company said.

Improved incentives such as discounts and rewards will be made available to
partners based on their performance and overall engagement level, OneSpan said.
And as part of this push, the company said it will boost its efforts in
lead-generation and joint marketing with partners.

Wallarm

Wallarm, which specializes in integrated application and API security, on Dec. 5
announced the shift to a “100-percent channel strategy.” The company said in a
news release that the approach will focus on development of new channel
relationships with partners including VARs and distributors. Clay Speckmiear,
Wallarm’s head of channel, said in the release that the move will “help us
improve our efficiency and avoid channel conflict.”

Alongside this shift, Wallarm unveiled its new API Attack Surface Management
offering, which aims to address the increasing need for visibility into public
API attack surfaces. Key capabilities in the offering include API Leak
Detection, which detects leaked secrets, the company said.

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Kyle Alspach

Kyle Alspach is a Senior Editor at CRN focused on cybersecurity. His coverage
spans news, analysis and deep dives on the cybersecurity industry, with a focus
on fast-growing segments such as cloud security, application security and
identity security. He can be reached at kalspach@thechannelcompany.com

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