Cybersecurity Channel Moves: Q1 2024

We’re taking a look at the security vendors that unveiled major partner program updates or named new channel chiefs in the first quarter of 2024.

We’re taking a look at the security vendors that unveiled major partner program updates or named new channel chiefs in the first quarter of 2024.

What follows are the details on cybersecurity companies that announced major channel moves in Q1.

January

Abnormal Security

Abnormal Security hired longtime cybersecurity and channel industry executive Jonathan Corini as its new head of channel sales. Corini, whose career has spanned more than two decades and included roles at major cybersecurity vendors such as Mimecast, joined Abnormal as its vice president of worldwide channel sales.

Bugcrowd

Bugcrowd announced the debut of its CrowdConnect Partner Program, which brings a focus on “recruiting, enabling and nurturing” partners, the company said in a news release. The program offers “healthy margins and rewarding partners benefits for value and volume, rather than other programs in the market driven by complex and shifting tiers,” Bugcrowd said.

Check Point

Check Point Software Technologies unveiled its new channel program in January with an array of updates for partners across the tiering system, pricing, certifications and deal protection. Global Channel Chief Francisco Criado told CRN that the enhancements are aimed at helping to accelerate its expansion with partners in areas beyond its core network security segment, such as in email, cloud and endpoint security.

HiddenLayer

HiddenLayer unveiled its first channel partner program to “ensure margin and deal protection, leverage incentives, access flexible and easy-to-use training tools, demo environments, and proof of value tools to drive success,” HiddenLayer Head of Channel Rebecca Cahak said in a news release. The three-tier program includes pricing discounts, sales training and technical enablement, the company said.

LastPass

Channel veteran Jessica Couto disclosed in January that she has joined password management firm LastPass as its new vice president for global channels and alliances. Most recently, Couto had served as vice president of North America channels at Imperva since October 2021. Prior roles included channel leadership positions at Vectra AI, Carbonite and Bit9.

February

1Password

1Password unveiled a new global partner program with the goal of expanding further into the small business and midmarket segments, as well as enterprises in new geographical regions. The initial phase of the program offers benefits including a “simplified partner experience” along with “a toolkit of sales, marketing, and enablement resources to drive mutual growth,” 1Password said in a news release.

ArmorText

ArmorText debuted its Partner Enablement Program with a focus on partners including MSSPs, global systems integrators and Digital Forensics and Incident Response (DFIR) service providers. The single-tier program includes access to subject matter experts, strong margins and “the ability to create and manage unique ArmorText client directories with independent data governance and controls,” the company said in a news release.

DirectDefense

DirectDefense unveiled its new partner program with a focus on enabling managed security services and professional services, as well as operational technology and connected systems security services, the company said in a news release. Benefits of the program include “extensive” margins and a dedicated alliance manager and sales team, along with sales incentives and sales and marketing support, according to DirectDefense.

Halcyon

Halcyon announced the hire of Chris Catanzaro, formerly a channel leader at SentinelOne, as its worldwide vice president of channel and MSSP. Catanzaro said in a news release that his priorities will include “expanding our partner ecosystem” as part of accelerating the company’s channel-driven business.

Pentera

Pentera debuted a new partner program that offers a “more lucrative and systematic approach to creating, managing, and growing sales opportunities,” the company said in a news release. Components of the program include onboarding sessions, deal registration incentives, training and certification, sales toolkits, co-branding materials and access to demo and lab environments, according to Pentera.

SailPoint

SailPoint Technologies announced the launch of its MSP offering, aimed at providing “select partners the ability to deliver and manage SailPoint Identity Security Cloud for customers around the world,” the company said in a news release. The offering provides partners with the ability to develop “unique, tailored solutions for customers,” SailPoint said.

Skyhigh Security

Skyhigh Security announced a major expansion to its channel program with the aim of enabling more partners to deliver professional and managed services around its security service edge platform. With the announcement, Skyhigh’s Altitude Partner Program now offers training and certification for professional services partners as well as MSPs. The move includes a commitment that Skyhigh’s internal team will only deliver professional services for the largest enterprises, which often require direct involvement from vendors, Channel Chief Scott Goree told CRN.

SonicWall

SonicWall debuted what it called the “first delivery of many managed services that will be tailor-made for MSPs,” the company said in a news release. The announcement includes the addition of endpoint vendors to its MDR (managed detection and response) offering, which serves to create a “co-managed security service for new and existing MSPs who offer SonicWall Capture Client or Windows Defender,” SonicWall said.

Sophos

Sophos announced that launch of a new offering for its global partner program, Partner Care, which provides “a dedicated, 24x7 team of Sophos experts who handle non-sales related questions and operational support,” the company said in a news release. The offering is aimed at accelerating response times for MSPs and other partners, Sophos said.

Uptycs

Uptycs announced the launch of its “channel-first” partner program, Upward, with benefits including “healthy” margins, training, market development funds and not-for-resale software, the company said in a news release. The program also brings a focus on enabling services opportunities such as cloud risk assessments, according to Uptycs.

March

Barracuda Networks

Barracuda Networks rolled out updates to its Barracuda Partner Success Program including enhanced partner compensation through “new discounts and rebates for top-tier partners and the expansion of internal offerings to create more opportunities for partners to maximize their revenue,” the vendor said in a news release. Other updates included improved enablement through the introduction of four new technical certification courses for partners and added resources for technical enablement, the company said.

Eclypsium

Eclypsium unveiled its new channel program, the Eclypsium Global Partner Program, with benefits including access to training as well as tools for marketing, market development funds, sales incentives and discounts. The digital supply chain security vendor is aiming to “ensure that all new business and renewals flow through our channel,” Channel Chief Scott Lupfer said in a news release.

SentinelOne

Brian Lanigan, a veteran of channel-focused roles at companies including Lacework and Splunk, joined SentinelOne as senior vice president of global partner ecosystems. Lanigan had most recently been vice president of worldwide channel and alliances at Lacework, a role he took on in March 2022. Earlier, he had spent nearly nine years at Splunk, including as a group vice president for its system integrator and MSP business.