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Secureworks launches partner programme with a difference

Cyber security vendor replaces traditional tiered structure with performance-based model

Cyber security vendor Secureworks has lifted the lid on a new partner programme that promises “no quotas or tiers”.

The Global Partner Programme, which replaces the existing Partner Select Programme, will base partner benefits on competencies and performance levels.

“Our goal was to make this programme as simple and easy to engage with as possible,” Maureen Perrelli, chief channel officer, told MicroScope.

“Based on feedback from partners, we purposefully chose not to introduce traditional compliance-based, tier-based programme structures. Instead, we are using a performance-based model. To that end, the more partners achieve with us, the more benefits they will earn.”

Secureworks says it wants to help partners “drive margin through incremental discounts on deal registration and new customer acquisition”.

As such, partners will receive rebates based on qualified revenue, beginning with the first increment earned. In addition, a “new business” discount will see them receive extra discounts for signing up net new customers to Secureworks.

“We are using a performance-based model [whereby] the more partners achieve with us, the more benefits they will earn”
Maureen Perrelli, Secureworks

Partners can request proposal-based marketing development funds (MDF), where permitted, based on business need and subject to approval. They can also access sales and marketing resources, training, deal registration and a content library via a new online partner portal. From there, they can earn competencies through training.

“The programme has structure, benefits, support and training that we just didn’t have before,” said Perrelli. “We look forward to growing our partner community in this new way, which will allow us to reach customers in new markets and geographies.”

The vendor said it was currently working with “a few hundred partners globally in various capacities”.

All existing and prospective partners can sign up for the new programme from today (22 May 2020).

Although separate to that of its parent, Dell Technologies, Perrelli pointed out that the security offerings broadened and strengthened the value that Dell Technologies and its partners could offer customers. “For partners to receive the full incentives and rebates offered through our programme, Dell Technologies partners will need to sign up with us,” she said.

Products and services available through the Global Partner Programme include Secureworks’ software-driven Red Cloak Threat Detection and Response (TDR) application, Managed Detection and Response (MDR) solution, and Incident Management Retainer for proactive and emergency incident response.

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