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Skyport Systems Inc., a hyper-secured infrastructure developer, has launched the SkySecure Partner Program for resellers, managed security service providers and system integrators, following the corporate launch in May.
The SkySecure Partner Program is not "a cookie-cutter program," said Phil Alexander, leader of channel business development at Skyport Systems. Alexander joined the company in February to craft the partner program in alignment with Skyport's technology strategy, which is a subscription-based service with a customer on-premises device.
The program is built around three pillars, starting with proof of concepts (POC). "We, at a fundamental level, want customers trying our technology. We're new to the market. We're a new company. We want to be able to demonstrate to customers what we do," he said. The on-site/on-demand evaluation program, called the "Skyport Flight Plan," offers potential customers a two- to three-week remotely managed POC at no cost to the partner. He added partners that take demonstration units in-house under the Skyport Flight Plan can resell those units.
The second pillar is partner profitability. Through a deal registration program, authorized partners can obtain margin from selling one- and three-year subscription terms. Additionally, if a partner with a registered deal renews a subscription, it will retain the original margin benefit throughout the lifecycle of the customer, Alexander said.
The final pillar is partner enablement. "We're working with Vartopia to build out a robust partner portal," he said. The portal will incorporate deal registration, sales and technical training materials, and library of Web-ready marketing resources.
Skyport Systems receptive to partner feedback
While Skyport Systems talks to its customers directly, the company does 100% of its business through the channel. "We do not have a direct and indirect sales model. We mean what we say. That's how we're incubating our early channel partnerships. They're either cultivated or curated by customers telling us who their trusted partners are, who they're articulating their security concerns to … and where we might fit in," he said.
Skyport Systems isn't making a broad recruitment effort initially, choosing instead to start with a relatively small partner base. This will allow the company to be exceptionally receptive to feedback and flexible in its partner program design, Alexander said. "We're constantly listening to new use cases [and] objections, [and] fielding questions about competition, where we belong physically in the rack [and more] … We're not chiseling this program in stone and bringing it down from the mountain into the channel."
IT channel news roundup for the week of July 20
Here's a look at the channel news highlights from this week:
- LogicNow Ltd. updated MAX ServiceDesk, a product of its managed service provider (MSP) and IT support platform MAXfocus, with a simplified user interface, improved ticket management and new scheduling tools. To help boost day-to-day operations, MAX ServiceDesk 2.2 aims to give MSPs better management of agent scheduling, time tracking, and issue and customer management.
- Kaspersky Lab North America integrated its antimalware technologies with Autotask's Endpoint Management product.
- Distributor Avnet Technology Solutions and Veeam Software have expanded their distribution agreement. Avnet Inc. will now provide its North American partners with access to Veeam availability products.
Also this week: Alibaba's cloud unit seeks cloud partners.