I recently had the pleasure of speaking with Channelnomics regarding our ForeScout global Channel Program. In case you missed it, here’s our Q&A.
Tell us about how your channel program works.
In 2016, we added a global two-tier distribution program, which is modeled on a solutions-based approach. We provide both resellers and distributors with marketing and sales support for developing and closing opportunities for our technology and in its integration modules. We also offer our partners training tools – this includes certifications for our partners’ sales staff and engineers to help enable their customers onto the platform.
Additionally, in 2017, we will revamp our partner program to offer more aggressive partner incentives.
What do you think is the most challenging trend in the channel today? Why?
As enterprises shift to accommodate Internet of Things (IoT) and cloud security, it has become increasingly clear that the channel is in desperate need of an efficient solution. IoT represents one of the largest fundamental changes to the enterprise in decades. Discovering and securing IoT devices and addressing the need for better security are the main challenges to securing IoT. Channel partners have the opportunity to educate their customers about the threat of IoT and how to properly discover, classify and secure IoT devices. The recent October 2016 IoT DDoS attacks on Krebs and Dyn were a wake-up call to the industry and widely thought of as a dress rehearsal of attacks that we can expect to continue and increase.
If you had to give your channel partners one piece of advice, what would it be?
The channel should focus on security technologies that complement and integrate with other solutions/vendors. These type of technologies provide customers with a full view of their security posture, all in one place versus a siloed view. Channel partners should also look for solutions that add new value to individual features, while also strengthening the products that their customers are already using. This strategy helps with visibility management and security orchestration.
What are the three most important things partners need from vendors to be successful?
- Trust – partners base their business and future around vendors that deliver predictable margins, a product they can trust works and partner support.
- ROI – it’s important for partners to understand their path to profitability.
- Support – vendors should provide partners with unparalleled support. The complexity of installation alone can be cumbersome. Since partners deliver installations to their end-users, it’s crucial that they have the support both on and off-site from the vendors.
What is your favorite conference location and why?
I love Barcelona, Spain. The people, food and overall experience the city has to offer is both sophisticated and relaxing. Additionally, Barcelona’s architecture is magical, from the gothic churches to the modern-day structures.
What IT trends do you expect to see dying out over the next 18 months to two years?
Hackers are sophisticated and the threat landscape continues to evolve. The use of traditional, agent-based security products has become table stakes. These security products are not heterogeneous or automated and are ultimately less effective. We are seeing partners spend less time in an area that only a few years ago were their primary security tools.
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Channelnomics, Nov 21, 2016