2021 Partner Program Guide: 5-Star Security Vendors
As part of the Partner Program Guide, CRN designates some vendor channel programs as 5-Star Partner Programs. Here are the 5-Star designees in the cybersecurity technology space for 2021.
Security Standouts
With high-visibility cyberattacks like the SolarWinds hack making headlines, IT security has remained one of the fastest growing segments of the IT industry – if not the fastest. While sales of some IT products declined in 2020 because of the COVID-19 pandemic and economic uncertainty, demand for IT security technology and solutions has remained strong – and even increased as businesses and organizations have sought ways to provide IT security for millions of people working from home.
With cybersecurity technology companies highly reliant on their solution provider partners to deploy their products and provide customers with service, support and expertise, security vendors have continued to expand and improve their channel partner programs, offering partners the support, resources and incentives they need to be successful as the economy rebounds in 2021.
The CRN 2021 Partner Program Guide offers the information solution providers need to evaluate the channel programs operated by the IT vendors they work with or are considering partnering with. The guide is based on detailed applications submitted by vendors – more than 275 this year – outlining all aspects of their partner programs.
As part of the Partner Program Guide, CRN designates some programs as 5-Star Partner Programs because they provide the most comprehensive lineups of incentives, training, services and benefits.
Here we provide snapshots of the 5-Star designees in the IT security space. Details of every vendor’s partner program can be found at /partner-program-guide/ppg2021.htm.
Other slide shows in the 5-Star Partner Program Guide series running this week will include companies that provide products and services for systems and data centers, cloud platforms and infrastructure, networking and unified communications, software, devices and peripherals, and data storage and backup. While many companies provide products and services that span multiple technologies, we’ve assigned each vendor to the slide show for the technology category in which they are most prominent.
Absolute Software
Program Name: Absolute Partner Program
Year Program Established: 2020
Channel Chief: Mark Grace, EVP, Channel, Revenue Operations
Companies reveal their partner program goals for 2021: Engagement with partners has already see a 200-plus percent increase since Absolute Software launched its program. In 2021 the company will be improving tools to help automate the selling process with partners.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=2
Appgate
Program Name: Appgate Partner Network
Year Program Established: 2020
Channel Chief: Tina Gravel, SVP, Global Channels, Alliances
Companies reveal their partner program goals for 2021: Appgate aims to increase the overall percentage of company revenue that comes through the channel. It also plans to launch a new rewards channel program called the Sentinel Program and launch new certifications.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=15
Arctic Wolf
Program Name: The Arctic Wolf Partner Program
Year Program Established: 2016
Channel Chief: Bob Skelley, SVP, Global Channels
Companies reveal their partner program goals for 2021: Arctic Wolf is doubling down on investments for its most committed partners. It plans to up-level the partner experience through enhanced rewards and incentives, expanded technical training and personalized engagement opportunities.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=17
Area 1 Security
Program Name: Area 1 Security Accelerate Partner Program
Year Program Established: 2020
Channel Chief: Steve Pataky, Chief Revenue Officer
Companies reveal their partner program goals for 2021: Area 1 is recruiting new channel partners with security practices who seek to participate in the explosive growth of the cloud email security market. The company strives to help these partners on-board efficiently so they can quickly build value.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=18
Avanan
Program Name: Avanan Partner Program
Year Program Established: 2018
Channel Chief: Rami Gammoh, Channel Manager
Companies reveal their partner program goals for 2021: Avanan is revamping and enhancing its channel/reseller and MSP programs by adding head count, allocating budget for marketing and partner activities, and increasing channel revenue by 15 percent to 20 percent in 2021.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=24
Avast
Program Name: Avast Channel Program
Year Program Established: 2020
Channel Chief: Marc Botham, VP, Worldwide Channel, Alliances
Companies reveal their partner program goals for 2021: In 2021 Avast aims to recruit new partners and move to a full two-tier channel model.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=25
Axonius
Program Name: Axonius Correlated Partner Program
Year Program Established: 2020
Channel Chief: Mark Daggett, Worldwide Channel, Alliances
Companies reveal their partner program goals for 2021: Axonius plans to launch a technical certification program and work with more partners to utilize the SaaS version of the Axonius Cybersecurity Asset Management Platform and deploy its technology in their own environments.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=31
Barracuda MSP
Program Name: Barracuda MSP Partner Program
Year Program Established: 2008
Channel Chief: Neal Bradbury, VP, MSP Strategic Partnerships
Companies reveal their partner program goals for 2021: The new benefits of the Partner Growth Acceleration Program are designed to grow partners’ business and maximize collaboration and engagement.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=32
Barracuda Networks
Program Name: Barracuda Partner Program
Year Program Established: 2004
Channel Chief: Chad Lindsey, Sales VP, Americas Channels, Field Operations
Companies reveal their partner program goals for 2021: Barracuda Networks’ new Partner Growth Acceleration Program provides partners with comprehensive sales, technical and marketing enablement programs designed to grow their business.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=33
Bitdefender
Program Name: Bitdefender Partner Advantage Network
Year Program Established: 2011
Channel Chief: Steve Kelley, President, GM, Business Solutions Group
Companies reveal their partner program goals for 2021: Bitdefender’s strategy is to revamp its reselling program. It will offer improved benefits for incumbent partners, directly rewarding them for their time and effort. It also will maintain its focus on partner enablement programs.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=34
BlueVoyant
Program Name: BlueVoyant Channel Partner Program
Year Program Established: 2017
Channel Chief: Steve DeSantis, Head of Partnerships, Alliances
Companies reveal their partner program goals for 2021: BlueVoyant is dedicated to channel partner growth, which requires boosting existing partnerships in North America and building out the cyber-risk sales channel.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=37
Broadcom
Program Name: ISG Advantage Partner Program
Year Program Established: 2020
Channel Chief: Roy Borden, VP, Global Partner Sales
Companies reveal their partner program goals for 2021: For CA and Symantec partners, Broadcom is pivoting from a renewals focus to one on growth and driving adoption of its offerings. It plans to build out the partner program around partner-delivered services and support.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=39
Check Point Software Technologies
Program Name: Check Point Partner Growth Program
Year Program Established: 2020
Channel Chief: Frank Rauch, Worldwide Head of Channel Sales
Companies reveal their partner program goals for 2021: Check Point is acting on partner feedback. Key areas of focus are margin and value through professional services programs, growth through customer analytics and attaining larger deal sizes working with Microsoft, AWS and others.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=44
Corelight
Program Name: Corelight Channel Program
Year Program Established: 2018
Channel Chief: Scott Hoard, Head of Global Channels
Companies reveal their partner program goals for 2021: In 2021, Corelight will have tighter alignment with alliance and channel (co-selling).
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=56
Digital Defense
Program Name: Digital Defense Partner Program
Year Program Established: 2008
Channel Chief: Bob Layton, Chief Revenue Officer
Companies reveal their partner program goals for 2021: Digital Defense is working on expansion in EMEA with managed service providers and further capitalizing on marketplace ease of consumption.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=69
Emsisoft
Program Name: Emsisoft Partner Program
Year Program Established: 2010
Channel Chief:
Companies reveal their partner program goals for 2021: Emisoft’s biggest 2021 goal is to launch an endpoint detection and response offering, something that has been long requested by partners.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=74
eSentire
Program Name: eSentire Channel Partner Program
Year Program Established: 2013
Channel Chief: Chris Braden, VP, Global Channels, Alliances
Companies reveal their partner program goals for 2021: The company is upgrading its partner portal, developing quarterly marketing plans with Platinum- and Gold-tiered partners, and tracking e-campaign usage.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=78
Exabeam
Program Name: Exabeam partner Program
Year Program Established: 2015
Channel Chief: Ted Plumis, VP, Channels
Companies reveal their partner program goals for 2021: Exabeam’s goals are to grow the SaaS business with partners by over 50 percent and expand partners’ technical capabilities via online training and accreditation.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=80
ExtraHop
Program Name: Extrahop Panorama Partner Program
Year Program Established: 2014
Channel Chief: Mark Fitzmaurice, VP, Worldwide Channel Sales
Companies reveal their partner program goals for 2021: ExtraHop in 2021 is focused on new logo growth and accelerated adoption of its Reveal(x) 360 SaaS platform, which will lead to more recurring, cloud revenue for partners selling hybrid solutions.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=81
FireMon
Program Name: Ignite Partner Program
Year Program Established: 2011
Channel Chief: Andrew Warren, VP, Global Channel Sales
Companies reveal their partner program goals for 2021: FireMon is bringing more structure to the partner program in order to scale its channel. It will offer new tools and business opportunities to support joint business development and provide an improved partner and customer experience.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=86
Fortinet
Program Name: Engage Partner Program
Year Program Established: 2000
Channel Chief: Jon Bove, VP, North America Channel Sales
Companies reveal their partner program goals for 2021: Fortinet this year is looking for partners to leverage its Network Security Expert program to build consulting, professional and managed services to support their customer needs.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=88
iboss
Program Name: iboss Partner Program
Year Program Established: 2020
Channel Chief: Matt Hartley, Chief Revenue Officer
Companies reveal their partner program goals for 2021: iboss is in a hypergrowth stage as the need for customers to migrate from on-premises appliances to cloud-based security service is a priority. Partner recruitment, enablement and joint demand generation are primary focus areas for 2021.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=100
Infocyte
Program Name: Infocyte Partner Progra
Year Program Established: 2014
Channel Chief: Chris Auger, VP, Sales
Companies reveal their partner program goals for 2021: Infocyte is continuing to develop and execute on SLAs for endpoint or managed detection and response. Guaranteed response, which it is helping partners deliver, is a major differentiator.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=107
Kaspersky
Program Name: Kaspersky United Program
Year Program Established: 2008
Channel Chief: Matthew Courchesne, Head of Channel Sales, North America
Companies reveal their partner program goals for 2021: Kaspersky’s goals for this year include increasing the number of partners in North America and educating them on the company’s Cyber Threat Intelligence services. It also will be on- boarding additional MSPs through its new MSP specialization.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=119
Kenna Security
Program Name: Kenna Kinetic Partner Program
Year Program Established: 2020
Channel Chief: Rick Kramer, VP, Worldwide Sales
Companies reveal their partner program goals for 2021: Kenna Security’s program updates now offer the greatest benefits to partners that register partner-initiated opportunities in the program.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=120
McAfee
Program Name: MPACT
Year Program Established: 2020
Channel Chief: Kathleen Curry, SVP, Global Enterprise Channels
Companies reveal their partner program goals for 2021: McAfee is zeroed in on partner services expansion and growth, new business growth and enhanced ecosystem development.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=133
Okta
Program Name: Okta Partner Connect
Year Program Established: 2018
Channel Chief: Patrick McCue, SVP, Worldwide Partners
Companies reveal their partner program goals for 2021: Okta’s goal this year is for partners to up-level their Okta knowledge, which will give them the opportunity to become trusted advisers for an end-to-end identity solution and build identity practices with a recurring revenue stream.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=154
One Identity
Program Name: One Identity Partner Circle Program
Year Program Established: 2016
Channel Chief: Andrew Clarke, Global Head, Channels, Alliances
Companies reveal their partner program goals for 2021: One Identity’s program will evolve to be more competency-led. Partners develop their skills around the technologies core to their experience, while customers are looking to align with partners that are best positioned to tackle the deployment.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=157
Palo Alto Networks
Program Name: NextWave Partner Program
Year Program Established: 2011
Channel Chief: Karl Soderlund, SVP, Worldwide Channel Sales
Companies reveal their partner program goals for 2021: In 2021 NextWave will help accelerate the development of the partner of tomorrow by enabling differentiation, expanding opportunities, enhancing profitability and empowering success.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=163
RedSeal
Program Name: RedSeal Partner Program
Year Program Established: 2018
Channel Chief: Kimason Brown, Director, Global Partner Programs
Companies reveal their partner program goals for 2021: RedSeal’s partner program consists of partners who play a key role in delivering critical cybersecurity solutions to the private and public sector. The program offers competitive margins.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=186
RSA
Program Name: RSA SecurWorld Program
Year Program Established: 2004
Channel Chief: Brian Breton, Director, Americas Channel Sales Leader
Companies reveal their partner program goals for 2021: RSA is committed to being fully engaged with partners and finding new ways to drive customer outreach and demand.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=190
Sectigo
Program Name: Sectigo Secure Partner Program
Year Program Established: 2021
Channel Chief: Michael Fowler, President, Channels, Partners
Companies reveal their partner program goals for 2021: The company is focused on increased adoption of its new Sectigo Web Security Portfolio and driving a higher percentage of existing and net-new partners reselling its web security products.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=203
Secureworks
Program Name: Secureworks Global Partner Program
Year Program Established: 2020
Channel Chief: Maureen Perrelli, Chief Channel Officer
Companies reveal their partner program goals for 2021: Secureworks is looking to generate new opportunities and acquire net-new customers by adding Secureworks offerings to partners’ solution portfolios.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=204
Securonix
Program Name: Securonix Fuel Partner Program
Year Program Established: 2019
Channel Chief: Chris Ostertag, Chief Revenue Officer
Companies reveal their partner program goals for 2021: Thirty percent of resellers and 40 percent of MSSPs will use co-branded marketing materials and digital campaigns, according to the company. One hundred percent of Secureonix partners will have an agreed and funded marketing plan.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=206
SentinelOne
Program Name: SentinelOne Channel Program
Year Program Established: 2017
Channel Chief: Ken Marks, VP, Global Channels
Companies reveal their partner program goals for 2021: SentinelOne has implemented a structured focus on business planning with key partners, outlining joint investments for growth and how to help them differentiate themselves from their own competition by building a SentinelOne practice.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=208
Skout Cybersecurity
Program Name: Skout Partner Program
Year Program Established: 2019
Channel Chief: Mike Hanauer, Chief Revenue Officer
Companies reveal their partner program goals for 2021: Skout intends to launch new certifications and partner levels and improve its partners’ sales skills and profitability.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=213
SonicWall
Program Name: SecureFirst Partner Program
Year Program Established: 2016
Channel Chief: HoJin Kim, VP, Worldwide Channels, North America Sales
Companies reveal their partner program goals for 2021: One of SonicWall’s priorities is the satisfaction and success of its partners. It aims to exceed their level of expectation and provide them with an experience that is streamlined from start to finish.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=219
Sophos
Program Name: Sophos Partner Program
Year Program Established: 1985
Channel Chief: Kendra Krause, SVP, Global Channels, Sales Operations
Companies reveal their partner program goals for 2021: Sophos wants to make it as easy as possible for partners to grow revenue and will increase visibility for Sophos Managed Threat Response and Rapid Response services, which allow partners to activate an elite team of cyberthreat hunters.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=220
Tenable
Program Name: Tenable Assure Partner Program
Year Program Established: 2017
Channel Chief: Jeff Brooks, VP, Global Channels
Companies reveal their partner program goals for 2021: Tenable wants to help partners become service-delivery certified. This allows them to take all of the services revenue and margin versus having to resell it or have it subcontracted to them.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=237
Terranova Security
Program Name: Terranova Security Partner Program
Year Program Established: 2010
Channel Chief: Mathieu Ouellette, VP, Sales
Companies reveal their partner program goals for 2021: Terranova’s goal is to welcome new partners into a thriving community of cybersecurity experts and offer new growth opportunities for their business.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=238
Thales
Program Name: Thales Accelerate Partner Network
Year Program Established: 2020
Channel Chief: Dave Jordan, Sr, Director, Global Partner Programs, Strategy
Companies reveal their partner program goals for 2021: Thales launched a new partner program in February 2020, which included a new partner type and fresh benefits and requirements. All legacy Thales and Gemalto Cipher partners are rejoining the new Thales Accelerate Partner Network.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=239
Thycotic
Program Name: Thycotic Partner Program
Year Program Established: 2015
Channel Chief: Bob Gagnon, VP, Channel Sales
Companies reveal their partner program goals for 2021: Thycotic is doubling investment in partners with a proven five-year history of generating consistent upward trending revenue and that have the capacity to double output in the next 12 to 24 months.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=242
Trend Micro
Program Name: Trend Micro Partner Program
Year Program Established: 1990
Channel Chief: Louise McEvoy, VP, Channel, U.S.
Companies reveal their partner program goals for 2021: Trend Micro is looking to improve partners’ profitability. It has updated program models (margins, deal registration discounts, MDF, etc.) to ensure that partners build their business and lead with Trend Micro.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=248
Vectra AI
Program Name: Vectra Worldwide Partner Program
Year Program Established: 2019
Channel Chief: Jessica Couto, VP, Channel, Americas
Companies reveal their partner program goals for 2021: Vectra AI’s goal is to continue to expand the growth of the entire partner ecosystem, while also including its Alliances for a full co-sell solution. The program enables all partners to deliver services and products that address current attack vectors.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=258
Veracode
Program Name: Veracode Partner Program
Year Program Established: 2015
Channel Chief: Leslie Bois, VP, Global Channel, Alliances
Companies reveal their partner program goals for 2021: Veracode plans to take a close look at partner business models and refresh the partner program to best align to varying and evolving partner types and ecosystems.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=260
WatchGuard Technologies
Program Name: WatchGuardONE
Year Program Established: 2015
Channel Chief: Mark Romano, Sr. Director, Worldwide Channel Programs and Field Marketing
Companies reveal their partner program goals for 2021: WatchGuard’s top program goals for 2021 are to add more qualified partners, increase the amount of recurring revenue going through partners, and ramp up partner sales of newly launched products and services.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=271
Zix/AppRiver
Program Name: Zix/AppRiver Global Partner Program
Year Program Established: 2020
Channel Chief: Jason Macias, VP, North America Channel Sales
Companies reveal their partner program goals for 2021: Zix is doubling down on training and enablement for partners and the internal sales organization that supports them. It is also setting up a more robust lead sharing program.
Partner Program Details: /partner-program-guide/ppg2021-details.htm?c=276