Ironscales Partners Get New Global Partner Program

Ironscales, an enterprise cloud email security platform, has launched its At Scale Partner Program. It aims to support and drive growth for the company’s global channel partners.

Ironscales designed the new channel program to change the way it partners with technology distributors, VARs, GSIs and MSPs worldwide.

Mark Fitzmaurice is Ironscales‘ senior vice president of global channel sales. He said this is the first time Ironscales has launched a program with a formal name and structure. In addition, Ironscales is now 100% channel-focused going forward.

Ironscales’ Mark Fitzmaurice

“This market is moving so fast that without the channel, we can’t capture our fair share of it,” he said. “We want to put more power into the partners’ hands, and by doing so, I think it will benefit us, too, because as we put more power in their hands and bring them into the deals that we find earlier, both of those lead to partners being able to add more value, more insight, more navigation of turbulent waters inside of an account, but also more margin for them. They can make more margin if they’re involved earlier. If you bring them in at the last minute, that’s a fulfillment transaction. It happens, but it’s really not a lot of value for the partner. What they’d rather do is you bring them in before the proof of concept so they can learn from that and figure out how to bring the next one in. That’s the type of methodology we have now.”

Ironscales Partners Can Provide Comprehensive Email Security

The At Scale program enables partners to provide comprehensive email security to their customers through an email security platform designed for global enterprise organizations. It offers partners guaranteed margins, growth opportunities, protected revenue, and resources and tools. The new program is offered at three tiers: authorized, gold and platinum.

The program offers revenue incentives like complementary not-for resale (NFR) software licenses, SPIFFs and marketing funds. It also offers product demo support, training and accreditation, technical update webinars ahead of product releases, and up-to-date collateral and sales tools.

In addition, it offers joint marketing support like co-branded assets and press releases, and tools like the partner portal and deal-registration software.

Easier for Partners to Work with Ironscales

Fitzmaurice said the program makes it easier for partners to work with Ironscales.

“It will provide more clarity on where they stand in terms of the opportunities they register,” he said. “The deal registration has been in place already, but it’s now going to be crisper. The discounts they get with that deal registration will be very laid out so they’ll know exactly what their discounts are and they can set their own margins based on that. We want them to make unlimited margin based on the value they add for the customer and their ability to sell against those discounted levels. That’s much more specific and calculated now. And it gives them more understanding of that going in than they had in the past.”

Ironscales is globalizing its partner program, Fitzmaurice said.

“You’ll see more touch points globally around this,” he said. “We have barely scratched the surface in Asia Pacific and Japan, and we want to do more there. We’re going to guarantee partners margin on deals they source to us. And the last thing is we have a very rich sales incentive, a rich SPIFF that is focused on the enterprise. Yes, we’ll have sales incentives for all types of deals that are above a certain threshold, but we really want to focus our attention on 2,500 seats and more, so the midmarket and up type of play. Just to show partners that we’re serious about this and that they win with us, they’re going to get these just desserts in terms of a sales incentive on top of that.”