Trellix Unveils New Xtend Global Partner Program for XDR
Xtend is both an expansion and enhancement of what's already been in place for partners.
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As part of Xtend, Trellix has invested in partner development programs to improve the user experience, educate sellers on the Trellix platform and provide more sales opportunities.
Resources now available to partners include:
Trellix partner portal, an upgraded repository of guides, sales playbooks and other capabilities, including deal registration and incentive management, to help partners succeed.
Trellix University, a learning management platform to increase expertise and knowledge transfer to partner sellers.
Profitability programs, with a continuous structure to maximize value and fuel partner growth.
Technical and sales resources, a dedicated support system for partners to simplify the customer’s journey.
Demand generation and marketing support, a turnkey program to enable ongoing go-to-market (GTM) opportunities and to drive qualified leads.
The Xtend partner ecosystem consists of the Security Innovation Alliance, OEM and Embedded Alliance, solution providers, security advisors and marketplace partners.
Trellix’s Britt Norwood said just over a year ago Trellix emerged as a new company focused on the XDR market.
“The company was formed through the merger of McAfee Enterprise and FireEye,” he said. “While both organizations had their own partner programs, and over 50 years of combined experience, we knew our partners needed something new. They needed a program more streamlined and truly designed to provide them a customized experience, rooted in advanced security, enabling us to better serve our customers and the market. We spent the past year researching, talking to partners and testing the waters to make sure Xtend was precisely what our partners were asking for.”
Trellix took its time developing the new Xtend program to ensure it includes all the elements its partners need, Norwood said.
“We interviewed partners, gave them sneak peeks of the program design while it was in progress, and utilized their direct input every step of the way,” Norwood said. “We rolled out elements of the program to partners at the end of 2022 and continued to take their feedback until the formal launch this week. And we will continue to proactively solicit more input as we move forward, so we can course correct in certain areas or add more program elements as requested.”
The new Trellix Xtend program is indicative of the company’s channel strategy for the year, Norwood said.
“We’re laser-focused on driving customer-centric engagements through our most strategic partnerships,” he said. “Our investments will deliver leads and curated campaigns to partners yielding incremental sales opportunities for our respective businesses. And we will continue to invest in development opportunities for our partners, especially those also investing in Trellix, so they’re empowered to effectively position our solutions in the market. Ultimately, we want to get closer to partners and increase the amount of net new accounts and recurring revenue coming through the channel. Trellix Xtend is an important catalyst for how we do this.”
Xtend was designed from the ground up to make Trellix as easy as possible to work with, Norwood said.
“We know many partner programs aren’t successful because they either offer incentives par for the course, or work to get partners engaged up front, but never follow through,” he said. “The Trellix Xtend program is unique. Not only will partners receive the ongoing support they need, but we will continue to develop programs making it easy to GTM together, win more customers and increase revenue per customer. By offering a large installed-base (more than 40,000 customers), partners have opportunities to up-sell and co-sell into existing accounts. We also provide the training, qualified leads, and global and local support they require to grow XDR market share quickly and effectively.”
“Along with the Xtend launch, we have also reoriented our partner-facing channel teams, making this personnel investment so our partners are supported more than ever,” Norwood said. “Newly created channel roles now offer a fantastic experience when our partners engage through access to scalable resources, support and coverage. We have also created a new global team to work hand in hand with our customer success team focused on driving customer value through partners. This partner success team ensures our partners see high retention rates, growth and delighted repeat customers.”
Ali Baghdadi is senior vice president and chief country executive at Ingram Micro, a Trellix partner.
“The new Trellix channel program was built with partners in mind, which sets it apart from the competition,” he said. “Their approach directly reflects the evolution of the channel, and enables us to provide excellent customer experiences and build trusted relationships by delivering essential security services and solutions. A deeper partnership with Trellix, ongoing support and opportunity creation will help fuel our growth. We look forward to our continued collaboration with Trellix to find the best solutions for keeping our customers safe.”
Ali Baghdadi is senior vice president and chief country executive at Ingram Micro, a Trellix partner.
“The new Trellix channel program was built with partners in mind, which sets it apart from the competition,” he said. “Their approach directly reflects the evolution of the channel, and enables us to provide excellent customer experiences and build trusted relationships by delivering essential security services and solutions. A deeper partnership with Trellix, ongoing support and opportunity creation will help fuel our growth. We look forward to our continued collaboration with Trellix to find the best solutions for keeping our customers safe.”
Trellix has launched its new Xtend Global Channel Partner Program. It aims to increase profitability, engagement and growth for partners through widespread adoption of the Trellix Extended Detection and Response (XDR) platform.
Partners in the Trellix ecosystem can develop and deliver value-added services on top of the Trellix’s XDR. It includes integrations across native and third-party providers. This enables partners to sell to global customers and integrate Trellix within customers’ existing environments.
Xtend partners can up-sell and cross-sell Trellix solutions. Those include endpoint, security operations (SecOps), network detection and response (NDR), data loss prevention (DLP), email security, managed detection and response (MDR) services, and more within existing accounts.
Here’s our most recent list of important channel-program changes you should know. |
Trellix’s Britt Norwood
Britt Norwood is Trellix‘s senior vice president of global channels and commercial.
“Trellix Xtend is a new partner program developed with our partners in mind,” he said. “Taking into account industry best practices, input directly from our partners, and effective methods of engagement from our former partner programs (at McAfee and FireEye), Xtend is designed to promote partner profitability, closer relationships with the Trellix team, growth and success for partners, customers and Trellix.”
Xtend is both an expansion and enhancement of what’s already been in place for partners, Norwood said.
“We have widened our partner aperture to address a larger ecosystem of partners of all kinds to effectively address our market while meeting the customer where and how they want to engage,” he said.
Scroll through our slideshow above for more on the new Trellix partner program.
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