INNOVATION IN PARTNER PROGRAMS HELPS OUR CHANNEL PARTNERS SELL MORE

AJAY DUBEY
Country & Channel Head,
Forcepoint India Pvt. Ltd.
 

NEED OF A PARTNER PROGRAMME

A Partner Program helps in engagement and enablement between partners and vendors. Forcepoint’s channel model is built through what we call a ‘Frictionless Channel Program’ which involves streamlining the way we do business with our partners through simplified and consistent processes. It helps to build a deeper level of trust, while also placing a strong focus on strategic investment through business planning, engagement and execution.

IMPORTANCE OF A PARTNER PROGRAMME

While companies are not required to invest in new partner programs every year, however, they do come up with innovations in the partner program depending upon the evolving technology enhancement and enablement. Forcepoint recently introduced two key initiatives the Global System Integrators (GSI) Platinum and Accredited Services Partners (ASP) programs that empower and enable partners to deliver world-class services and market-leading security solutions to Forcepoint customers worldwide.The innovation in partner programs also help our channel partners sell more. For e.g. we have recently launched Channel Sales Plays. These are essential tools available to our partners that enables them to sell deeper to our mutual customers.

MAIN CONCERNS TO ADDRESS

Forcepoint Global Partner Program aims to achieve three organizational priorities, we call it 3Ps - First one is to make sure we are predictable, and our partners know exactly what they can expect from us. The second is to protect our partners, to make sure their investments are protected working with us. The program provides protection to partners, including deal registration and incumbency protection. And, the third is to make sure our partners are profitable doing business with us. We ensure every engagement, when partners work with us, is profitable from end-to-end perspective.