ENTERPRISE TECHNOLOGY mechanism – I think of it as agentic channel enablement – where, when I have a need for training, I can find the exact right training for me, my engineer or my seller to progress the opportunity and speak intelligently about it.
It’ s about finding the training when you need it in the deal, versus doing a boot camp and then having an opportunity six months later. A lot of that knowledge is lost before it’ s truly needed in an opportunity.
What specific steps will you take to simplify partner engagement and improve enablement within Delinea’ s ecosystem?
The biggest change is documenting and sharing very tight rules of engagement around deal registration and protection, teaming with a partner and what protection that provides. We want to bring partners in early in the transaction to help access that customer.
And then incumbency: what is our renewal process? Ratable revenue is important
There’ s a reason why many vendors in cybersecurity have a partnering strategy: we can’ t do it alone.
to partners. Many sellers care about new business, and the renewal seller cares about renewal, but the partner cares about every bit of gross profit.
So, it’ s about understanding their motivations, but also having very tight rules of engagement that we share, with a mitigation plan should there be any issues. It needs to be a very communicative way to negotiate and figure out problems.
How do you see partner-led growth evolving in the identity security market, and what role will Delinea’ s alliances play in driving that transformation? There’ s a reason why many vendors in cybersecurity have a partnering strategy: we can’ t do it alone.
When you have a joint offering, the solutions are made and deployed with the help of our partners, and our partners communicate the value of those better-together stories.
Partners are the way we get to market and the way we’ re going to grow as a company. Having the best technology with the best integrations allows partners to have a tech rationalisation conversation, because many customers have 50 to 60 security technologies in their stack, and they don’ t want 61, 62 or 63.
They want things that interoperate. They want more platforms – maybe 15 platforms instead of 70 disparate tools. They want things that work together, and putting them together is where the partner ecosystem shines in solution selling. •
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