WhiteHat Security on Wednesday unveiled its new Partner Network program that offers predictable margins, and is built around its application security platform with services that span the entire software development life cycle.
The program is designed for cybersecurity-focused partners who want to help customers secure their digital businesses by “securing the applications at the heart of the business.” Because its platform is software as a service, partners can deliver to their customers “fast time-to-value,” and benefit from the ongoing subscription revenue inherent to cloud-based services, the company said.
John Atkinson, WhiteHat’s vice president of strategic alliances, tells Channel Partners this is a complete relaunch of its program, from contracts to margin, and engaging with its sales force.
“Notionally, we feel like WhiteHat should be driving about 65-75 percent of new business through our partners, but when we looked at the data, we could see that we weren’t even close to that target, largely because the company never really applied the right focus or commitment to building and sustaining a strong partner program,” he said. “But partners are essential to bringing application security services to market; we can’t do it alone. As a result, WhiteHat has now assembled a great channel and alliances team, and completely redesigned the partner program to ensure partners can be successful on all fronts.”
Partner input played a key role in the formulation of the new program as “we knew the revenue contribution that we were looking for our partners to deliver, but you can’t start there,” Atkinson said.
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