While it is best known for email security, Proofpoint now has an extensive range of information protection solutions and is targeting a wider market. With a new and simplified partner programme now available as well, it’s the right time for partners to get on-board with the vendor and the TD SYNNEX security practice.
For thousands of years, scientists theorised that everything in nature is made up of four vital elements: fire, water, air and earth, and, when those four elements merge, they’re capable of creating an entire universe.
At Proofpoint, we also believe extraordinary things can be achieved when you combine the right elements
It’s in these words that Proofpoint frames its new partner programme: “At Proofpoint, we also believe extraordinary things can be achieved when you combine the right elements. That’s why we’ve created a new partner program, ‘Element’, consisting of four ingredients that are designed to help you succeed:
- Proven, relevant and award-winning technology
- Providing value
- Protecting people together
- Powering revenue.”
Simplified approach
For partners, what this means is a simpler programme that can be adapted to their differing needs: one that clearly demonstrates the relevance and efficacy of all Proofpoint solutions, and provides good opportunities for profitable growth, as Shaun Bowman, Channel Director, UK and Ireland at the company told us.
“With the Element programme, we’ve moved away from the ‘precious metals’ approach. We wanted to take that, revamp it and simplify it, both to attract partners to us and also give them enhanced incentives and training.”
The new programme has two tiers. You can either be a Core or an Elite partner. The former is asked to meet a fairly simple set of requirements and in return get multiple benefits, including deal registration discounts, sales certifications, technical training, and rewards.
The latter meet the most rigorous revenue goals and invest in developing their Proofpoint business and meet specific training, certification, and revenue criteria. Elite partners will receive higher deal registration discounts, dedicated account management, access to MDF opportunities, and several other top tier benefits. They may also benefit from a Value Incentive Rebate, based on revenue growth commitments signed on a joint yearly business plan.
In addition, Proofpoint has introduced specialisations for partners that want to invest in the portfolio and be identified as an expert in security awareness training or information protection – the two areas outside of email protection for which Proofpoint is best known.
The right time
We have developed a really good partnership with Proofpoint
Adam Horton, Business Manager – Security at TD SYNNEX, said that the new partner programme has come at exactly the right time. “It makes sense to do this now – for Proofpoint, for TD SYNNEX and for partners. It gives a really clear direction, which means we can all invest together and that will give us added impetus. We have developed a really good partnership with Proofpoint and that means we’re even closer now.
“We have the expertise and the resources in place. We are ready to on-board partners and support them in developing their proposition and taking Proofpoint services and solutions to market. I think that end user customers are ready for Proofpoint solutions – partners who are already selling their solutions are getting good traction. Yes, I think there is a really good opportunity here for partners that want to take advantage. It’s the right time.”
A good time to commit
It’s also a good time to commit, he said, because, while Proofpoint as a company is already a well-known and a respected name, there is a lot of room for growth in the UK market.
Proofpoint probably sees more emails than just about any other cybersecurity company
It is hard to understate how established and trusted Proofpoint already is in the market. Around 75% of the Fortune 100 makes use of its solutions or services and it probably sees more emails than just about any other cybersecurity company. Every day, Proofpoint estimates that it analyses more than 2.6 billion email messages, 49 billion URLs, 1.9 billion attachments, 28.2 million cloud accounts and over 500 million events associated with potential data loss.
That gives it unmatched visibility into the threat landscape and helps to make Proofpoint’s products even more effective. These are powerful numbers that will always make an impression on end user customers who want to know that they really can trust the cybersecurity vendor that their MSSP is recommending.
Big growth opportunity
While Proofpoint reigns supreme in email security in the US, there is a growth opportunity in Europe. And while it has been focused chiefly on the enterprise market up to now, with a hugely expanded solutions and services portfolio, it is now looking to attract many more mid-market customers – and it needs partners to reach them.
The product portfolio is hugely impressive and taps straight into the areas that are highest on customers’ cybersecurity agendas right now
This was another reason Proofpoint chose to update the partner programme. The previous iteration was started when the company was mainly focused on email security. Today it has around 40 different products and services, and while some are purely “security” the range also covers security awareness training, data protection and regulatory compliance, so there are a lot of options partners can take to market.
Shaun Bowman said: “We needed to get the message across that – as well as being the leader in email protection, we have a lot more to offer. Through R&D and acquisition, we’ve built a really comprehensive suite of information protection solutions for defending data. That includes solutions like enterprise DLP [data loss prevention], email DLP, CASB [Cloud Access Security Broker], zero trust, and web isolation.”
TD SYNNEX’s Adam Horton said that it’s very clear Proofpoint means business: “The product portfolio is hugely impressive and taps straight into the areas that are highest on customers’ cybersecurity agendas right now. The number of enquiries has been rising and that’s encouraged us to put added focus and investment behind Proofpoint and its partners. We’re expecting see some really positive growth.”
Increased investment
Proofpoint will certainly be putting a lot of investment into building and supporting its partner channel in the UK and Ireland over the next couple of years, as it looks to develop sales of its full portfolio.
Partners can offer customers something that is both proven and trusted
All of this makes it a good time to get on board and with the Element partner programme. Proofpoint is trying to make that as easy as possible and with a “born in the cloud heritage,” MSSPs should find it a natural fit. Essentially, everything Proofpoint offers is available as SaaS, and its strategic direction and R&D investment is going to make it an even more attractive partner.
“We are making it easier for reseller partners and MSPs to offer our solutions as a service,” said Shaun Bowman. “We are born in the cloud and live in the cloud. Within our Element programme we have different options for different kinds of partners, so they can select how they want to take us to market. We are also developing a set of services, specifically around our information protection suite – assessments, pen-testing and others – that partners will be able to offer alongside their own wrap-around value added services.”
This is quite important, according to Adam Horton: “It means that partners can offer customers something that is both proven and trusted, but also brings something new to the conversation. Proofpoint can be a real differentiator for partners.”
Also encouraging from a partner perspective is the tendency for Proofpoint to attract more business from its customers over time. Once a customer is on-boarded, there is a good opportunity to add on and upsell.
Extraordinary potential
The TD SYNNEX security practice is now spreading the word about the Element partner programme and how it can support partners in taking the opportunities that are emerging with Proofpoint’s extensive portfolio of enterprise-class security, security awareness training, and data protection offerings.
The combination of our specialism in the security practice and Proofpoint’s solutions is really potent and unique in the channel
“The value we can bring is not only in getting partners on board and ready to sell and support Proofpoint, but also in our whole ethos and approach to cybersecurity,” said Adam Horton. “The expertise of our team and the trusted advice, professional services and support that we can provide. The combination of our specialism in the security practice and Proofpoint’s solutions is really potent and unique in the channel.”
With the opportunity that exists with Proofpoint’s extended range of solutions and services, and the trusted expertise, on-boarding resources, tools, and business development support that TD SYNNEX provides, this could be a very good time indeed for partners to bring all these elements together with their own capabilities and value and achieve something truly extraordinary.
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