Q&
EDITOR’S
S
entinelOne partner programme’s motto
is ‘When you succeed, we succeed’
and we believe that every channel
programme should embody this approach.
Every organisation should aspire to
build strong relations with distributors,
resellers, integrators, strategic technology
providers and even individual consultants
and work toward becoming partners who
share a single purpose of delivering the
next generation protection people and
organisations need.
It is very important to enable
your partners and help them become
independent in articulating your brand
story while ensuring they feel like they are
part of your team.
We believe that for the programme to be
successful it is equally vital for your partners
to be able to address customers’ technical
and commercial challenges. Customers’
business bottom lines do depend largely on
the choice of technology that is designed to
protect them and to also deliver efficient
infrastructure that integrates with existing
solutions seamlessly.
These key elements will make any
vendor’s partner programme stand out
and deliver results that both parties will
benefit from:
1. Eyes on the prize – sustainable business
benefits should always be kept in mind
for partners to increase their margins
while focusing on service delivery and
business growth.
2. Training, training and training – the more
your partners know about your solutions
and its benefits, the more confident
they will be introducing it to their
Od
eh
, Re
gion
al
Director at Sent
in
ne
inelO
customers. New business, technology
and cybersecurity challenges emerge
on a daily basis and nothing can match
partners’ ability to fully understand their
customers’ needs, evolving concerns and
potential threats they may face in the
nearest future.
3. Certifications are key to encouraging
partners to continue focusing on your
products and to feel more empowered
when they approach their customers.
4. Eliminating obstacles partners may face
when selling your solutions is paramount
for any channel programme. It is very
important for partners to be fully aware
of how your solution integrates with
other solutions in their customers’ stack.
5. Rewards and rebates play an equally
important role in designing partner
programmes. Competitive accreditation
and monitory reward structures that
incentivise partners for their skillsets,
certification and achievements are
equivalently imperative for guaranteeing
successful long-term partnerships
between vendors and channels.
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