Deep Instinct Rolls Out MSSP Program, CyberArk Invests More in Partner Program

Two companies rolled out key channel program updates on Wednesday. Deep Instinct launched its Stratosphere MSSP program and CyberArk rolled out several new partner program initiatives.

Deep Instinct designed Stratosphere to help MSSP partners to bring the company’s products to customers all over the world. That aims to increase customers’ security while growing their business.

Deep Instinct provides a secure, multitenancy security platform that can support a multitude of clients on a single solution.

Driving new business is a key MSSP requirement. Deep Instinct says its enablement strategy creates a symbiotic relationship focused on partner profitability first.

Key Benefits

The Deep Instinct MSSP program provides partners with the following key benefits:

Joseph Santamorena is Deep Instinct‘s area vice president of global MSSP programs. He said this is an expansion of the Stratosphere program launched in May specifically tailored to its MSP/MSSP partners.

“Deep Instinct has been working with MSSPs since our inception,” he said. “It was our MSSP customers who helped us incorporate multi-tenancy into our architecture. Our MSSP partners were huge influencers and their feedback helped us develop and the evolution of the program. We have streamlined the onboarding processes, introduced flexible billing options for monthly consumption for MSP/MSSP, and provide best-of-industry recognized certifications and training at no cost to ensure a positive customer experience and engagement. Deep Instinct is dedicated to ensuring our MSSPs and their clients have a positive experience with the Deep Instinct security platform.”

CyberArk Partner Program Initiatives

CyberArk is making substantial partner program investments in strategic areas. Those include expanding key routes to market, investing in new ways to enhance collaboration and program efficiency. It’s also continuing to improve the overall partner experience.

Chris Moore is CyberArk’s senior vice president of global channels.

“With CyberArk’s shift towards a SaaS and subscription model, and enterprise security needs growing, our partner ecosystem needed to adapt,” he said. “Many companies in our channel program are built around perpetual on-premises products tied heavily around transactions. In a SaaS and subscription economy, customer centricity is critical. And adoption expansion and renewal are a focus. We looked at our partner landscape and pivoted to focusing on partners that had customer-centric mindsets, as well as strong abilities to service our customers. This led to an iteration of our existing focus areas to services-led partners, co-development partners who implement CyberArk solutions and those who help stitch together various alliance partners.”

CyberArk’s Chris Moore

CyberArk also continues to enhance training and offer new certifications to deepen partner knowledge. That significantly expands CyberArk’s market reach and customer time to value.

With a 25% increase in the number of transactions with MSPs in 2021, CyberArk continues to expand technology offerings and program features to capitalize on the surge of interest in MSP models that can help customers with limited resources close the skills gap and enable them to scale cybersecurity programs more easily.

Additionally, global SIs and advisory partners represent the largest opportunity for incremental growth and are engaged in almost all of CyberArk’s key deals. CyberArk has added sales coverage and resources for enablement and marketing, and is leveraging investments with alliances like Deloitte, PwC and others to deliver more joint offerings and better services strategies.

Improved Digital Partner Experience

CyberArk is improving the digital partner experience with new tools and technologies. It’s also providing shared workspaces and other ways to interact, market and learn from the partner community.

“We’ve created a symbiotic relationship with our partners where they own lifecycles, drive services and see through customer success,” Moore said. “This allows our partners to position and sell their value-added services in a way that solves problems effectively. As such, they can then play in the lane that they want to play in and go to market against their specific competitors in what makes most sense to their vertical. CyberArk’s increased enablement provides partners with the resources to make them successful. In addition to this, by educating them further, partners gain a competitive advantage because they have a greater knowledge of the product and the industry.”