CHANNEL IS AN EXTENSION OF OUR BUSINESS IN INDIA & APAC
![CHANNEL IS AN EXTENSION OF OUR BUSINESS IN INDIA & APAC CHANNEL IS AN EXTENSION OF OUR BUSINESS IN INDIA & APAC](/uploads/2018/02/5f7aff8875d65.jpg)
SANJIV PARDAL
Channel Manager,
Tenable Network Security India Pvt. Ltd.
NEED OF A PARTNER PROGRAMME
Two heads are better than one and this is especially true for partner programmes. The partnership between vendors and channel partners are mutually beneficial in that it enhances brand awareness, extends market footprint and grows customer base. As a channel-first company, Tenable regards the channel as an extension of our business in India and the rest of APAC to decrease time to market, provide access to new competitive markets, tap into training resources and establish an indirect sales channel.
IMPORTANCE OF A PARTNER PROGRAMME
Just as growing plants requires watering, organisations must invest in partner programmes to help them keep pace in an evolving business landscape. Many factors such as economic, social and technology changes can impact channel programmes. It’s advisable to review programmes, have the flexibility to change gears when needed and ensure those channel partners are armed with the latest knowledge, resources and technology to be effective.
MAIN CONCERNS TO ADDRESS
We continue to invest time and resources into our Tenable Assure Partner Program, which positions partners to build long-term, consultative relationships with customers.
Our partner program provides long-term protection for partners by registering all enterprise and commercial deals and helping them build predictable annual revenue by protecting incumbent partners at renewal.
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