Forescout Enhances Partner Program Based on Partner Feedback

Forescout, the device visibility and control provider, on Thursday launched its enhanced Envision partner program.

The program initially will focus on providing VARs and solution providers with a focused engagement plan and Forescout resources, and later will expand to include alliance and global system integrators in 2020. Forescout’s channel spans more than 90 countries and includes more than 1,000 resellers.

Private equity investor Advent International is buying Forescout for $1.9 billion.

Jonathan Corini, Forescout’s vice president of worldwide channels, tells us his company strives for a “very collaborative relationship” with its partners and continuously asks for feedback on how it can improve its engagement with them, whether it is specific programs, training or discounting options.

Forescout’s Jon Corini

“We have spent the last few months taking this feedback on board, and realigning the program and the things we offer to better support their business,” he said. “We also see a need to adapt to changes in the market relative to how customers buy technology products. Envision is now our entire partner ecosystem so whether you are reseller or distributor, alliance partner or technology partner, everyone can engage more to fully support customer needs.”

Envision includes new incentive plans and discounts focused on solving customer business issues, as well as a revised training and development curriculum to address specific customer use cases. Partners will be able to build their knowledge in emerging markets like operational technologies and network segmentation, and benefit from new teaming programs to enhance customer engagement and outcomes, according to the company.

“We consulted with numerous strategic partners and distributors globally to get feedback on our proposed changes and what they thought would enhance their business and relationship with Forescout,” Corini said. “We looked at all aspects of our program including discounting, margin, training and certifications. We fully expect these changes to make a big difference. One particular change I am very excited about, which is a huge opportunity for partners, is our new teaming plans. Teaming plans will allow us to provide value-based incentives to partners that help us accelerate the closure of deals.”

Forescout will provide a variety of enriched content and a new training framework to enable a deeper knowledge of its product portfolio. Resellers also will receive additional benefits with increased incentives on deal registration when driving non-named accounts from opportunity origination through to deal closure, according to the company.

“We are fully committed to making our partners successful with Forescout and have provided many new incentives to support their business,” Corini said. “Forescout is committed to its partners and we expect them all to benefit from the enhancements of our Envision partner program.”