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Edgescan aiming to drive channel growth with Ignite launch

SaaS specialist has hired a channel executive and launched a programme to increase its indirect business

Vulnerability management player Edgescan has cut the ribbon on a fresh partner programme just weeks after bringing in a channel head tasked with growing the indirect business.

The firm recently hired Ryan Compagnone as EMEA channel director and one of his first tasks has been to oversee the launch of the Ignite programme that has been designed to appeal to resellers and MSSPs.

The cyber security SaaS player has been expanding out of its Dublin-base and in the last year has increased its presence in the US as well as securing some government business in the UK.

Eoin Keary, CEO of Edgescan, said that it was building the channel ecosystem and Ignite was," a fresh way of engaging with channel partners" and it had been looking to build something formal for about 18 months but had looked to hire Compagnone to bring on some experience to launch and run the programme.

The firm already had some structure in place but it has formalised that with three tiers and standardised discounts for partners to make it clear how they can work with the vendor and to increase the agility for partners to generate their own quotes.

"You can't go from having a direct operation to having an indirect operation overnight but the company is commited and there will be an end state where pretty mk8ch it will be a 99.9% organisation once we get there, and Ignite is the first step to getting there," said Compagnone, who joined two weeks ago from Whitehat.

"Where we have spent a lot of time really refining is our managed services proposition and that's where the business is going and we have done away with discounts and set standardised buy prices across our three tiers, which are very favourable to the MSPs that we have," he added.

He said that it was also offering a strong incentives programme that rivaled the best in the industry and hoped that partners would recognise the rewards that it could offer.

Edgescan is also launching a fresh partner portal in the next couple of weeks containing details of online certifications and lead management.

"We want a fully enabled channel, we want to be easy to work with and we are offering a very generous incentives programme and a business our size will live and die by the success of its channel," he said.

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