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Imperva reimagines partner program to align with go-to-market strategy
Fri, 9th Jun 2023

Cybersecurity firm Imperva has unveiled Imperva Accelerate, a reimagined partner program that is designed to align with a partner's go-to-market strategy, enabling more deal creation and profitability. 

The Imperva Accelerate Partner Program is designed to accelerate the growth of a partner's cybersecurity business through award-winning technologies, financial incentives, training and certification, along with technical, sales, and marketing support. Distributors, resellers, and Managed Security Services Providers (MSSPs) can choose different engagement options that support their go-to-market strategy across every motion by product and solution.

Partners can engage in one of four go-to-market strategies:

  • Act as a contractual vehicle and help Imperva enter new markets;
  • Identify new opportunities and pre-qualify to a deal registration;
  • Lead conversations and technical selling with the customer; or,
  • Create and deliver services and support packages.

Imperva Accelerate was built based on feedback from partners globally. As part of this new program, predictable discounts, even in non-standard pricing scenarios, will be offered, and new discount categories will reward partners for leading a technical sale. 

Other key benefits include:

  • Earning discounts based on deal contribution
  • Predictable margins, even in special pricing scenarios
  • Rebates that incentivise growth
  • Training to help manage more of the deal so Partners can increase deal velocity
  • Sales, technical, and marketing support to drive mutual success

"Customers today require market-leading services, total solutions, and technology expertise and guidance. Imperva and its partner ecosystem combine to meet those customer needs," says Steve White, IDC Program Vice President, WW Channels and Alliances research team. 

"The new Imperva Accelerate partner program supports this mutual success and is clear, well-structured, and helps the partners maximise their value and extend it to their clients."

The Imperva Accelerate Partner Program introduces three new tiers of partner levels - Select, Advanced, Premier - with corresponding discount levels and investment opportunities. Distributors can unlock incremental discounts through deal registration, and by leading conversations and technical selling with the customer.

"As a partner invests in building more capability and capacity around pipeline creation, driving sales, and delivering services, the Imperva Accelerate Partner Program increases their profitability with predictable margins," says Micheal McCollough, Global Vice President of Strategic Growth and Channel, Imperva. 

"Whether a partner wants to create demand, drive sales, or deliver services, Imperva is committed to helping them make more money," he says. 

"Both free, on-demand, and paid training courses and certifications will be offered to enable partners to deliver higher business value to customers and to participate in value creation. 

"The margin predictability and flexibility of Imperva Accelerate will help partners understand how to increase profitability, scale, and create new business opportunities built upon Imperva products and solutions."

Imperva is also aligning renewal rates to transactional discounts, and partners will receive incremental discounts for on-time renewals.