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Forcepoint promotes simplicity, growth, and partner-led services for channel ecosystem

By Sara Barker, Wed 20 Oct 2021

Forcepoint is refreshing its Global Partner Program with services such as new business and revenue growth pathways, as well as a new partner tier.

The global, data-first cybersecurity firm uses behaviour-based solutions delivered through a cloud-native Secure Access Service Edge (SASE) platform direct and through partners to organisations in more than 150 countries.  The company is refreshing its Partner Program based on the guiding principles of simplicity, growth, and partner-led services for its channel ecosystem.

Forcepoint senior vice president of channel sales, Parag Patel, says, “The most successful companies stand on the shoulders of partners, and partner-led growth is central to our strategy.”

From 15th November, the Global Partner Program will offer a single program structure that supports resellers, OEMs, services providers, systems integrators, and technology partners.

New to the Partner Program is a Titanium tier for partners who are able to deliver the highest levels of technical skills and services across Forcepoint’s portfolio. Partners in this tier will be able to increase financial rewards as their commitment with Forcepoint grows. Platinum and Authorised partner tiers will experience a richer engagement model.

One such partner is Hitachi Systems, which has partnered with Forcepoint for more than 16 years with mutual success. 

Hitachi Systems SVP Cyber Security Practice Vivek Gupta explains, “Forcepoint’s leading cybersecurity products deliver the data security and business flexibility which our customers
need."

“Joining the enhanced program at Titanium level offers us significant opportunities for growth, and with the tailored support of Forcepoint, we will be able to enable our customers as they begin their journeys into building SASE infrastructures.”

Ninety-eight percent of the company’s commercial business is conducted through the channel and Patel believes Forcepoint understands what its partners need.

“They don’t want to feel left behind by cybersecurity vendors endlessly restructuring or overly focused on point products of the past. They want to build lucrative value-added infosec services and solutions that can proactively prevent compromise, mitigate risk and bring digital agility to customers. We expect our new Titanium partners to be at the forefront of this effort,” adds Patel.

The Global Partner Program will include a more efficient engagement model with incentives. For example, there are now financial rewards through rebates and new deal registration benefits.

Other tools and services include an enhanced Partner Portal, which uses automation and SaaS tools for faster and easier deal registrations, as well as other administrative tasks including business management with Forcepoint, technical content and training, and for enabling integration of quoting and ordering processes with partner systems.

Partners also benefit from enablement offerings and technical guidance to help partners create a Forcepoint Professional Services practice.

The company states, “Forcepoint has also made sales enablement more efficient while empowering partners to differentiate themselves based on their Forcepoint portfolio accreditation, technical skills and services delivered to secure data and enable business momentum for global organisations of all sizes.”

The company is also expanding its distribution structure beyond its 12,000-strong network of resellers to include strategic, regional, and specialist distributors.

Ultimately, the company aims to enable enterprise and government customers to add new cloud-first, hybrid-ready cybersecurity capabilities at the pace that suits their business requirements, not the vendor’s.

Forcepoint says it will continue to add new enhancements to the Partner Program, as well as enablement offerings, portals, systems and tools through 2022.

Learn more about Forcepoint here.

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