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Illumio commits to channel-only vision for APAC
Wed, 28th Oct 2020
FYI, this story is more than a year old

End-to-end segmentation provider Illumio has announced it is committing to a channel-centric vision for the Asia Pacific region.

It follows a successful 2020 launch of its APAC channel programme. The company saw 90% growth in annual contract value since the formal launch of the program, with 100% of new customers in APAC coming through its channel program in Q2 this year.

The decision to commit to a full channel-only strategic vision in APAC comes alongside the expansion of its channel program and supporting infrastructure. The company has seen rapid growth in its channel network since the beginning of the year, with the onboarding of new strategic partners and distributors including JDS, M.Tech, Basis Networks, and Cirrus Networks.

The expansion of the APAC channel network has seen the inclusion of six distributors into the Illumio network, including Arrow (ANZ), SIS International + Exclusive Networks (HK), M.Tech (ASEAN + India). Illumio is also actively seeking partners in the cybersecurity and network infrastructure fields to join its partner program.

"We're not accepting all comers. Illumios micro-segmentation products are on the leading edge of cybersecurity solutions," says Rob van Es, vice president, Illumio APAC.

"We recognise that the implementation of policy frameworks like Zero Trust will take time and rely first and foremost on strategic vision for the future of enterprise technology combined with the strong relationships our channel partners have with their customers," he says.

"This is why we've created the formal referral program - to help reward those partners that are thought leaders and bringing their customers on that journey with them.

"We are seeking partners that are proactive with their customers, those who do not wait and react but instead work to stay ahead of the curve with their clients. If that sounds like you, get in touch."

Alongside expansion of the network, Illumio has made adjustments to its channel infrastructure to better accommodate a channel-only strategy.

Illumio APAC now offers a tiered system for partners that is consistent across the Hong Kong, Singapore, Malaysia, Indonesia and ANZ markets in which it operates. The tiers include Authorized, Silver, Gold and Platinum. Illumio APAC is entering all existing partners into the Silver tier, which brings extra margin and deal protection advantages, with partners having 12 months to attain accreditation and maintain silver status.

In addition, Illumio has commenced a formal referral program for security consultancies in the channel ecosystem. Channel organisations that focus on consulting will rarely make a direct sale of a certain solution in order to avoid any perceived conflict of interest. However, these organisations also play a vital role in increasing the adoption of micro-segmentation and other advanced security solutions.

"With a 100% channel mandate were able to tailor our approach to suit the channel in APAC," says van Es.

"This will take time to achieve, and will be an ongoing process. After such exciting growth in 2020, we're convinced this is the best approach for the APAC region.

"We are setting out to both reward our early adopters that have proven the effectiveness of this approach in our region, as well as rapidly build out the infrastructure, support and channel partner network to help us achieve the next stage of growth."