FireMon Partners Get SecurityScorecard, NetApp Vet as Global Channel Leader

FireMon partners have a new global channel leader. The network security policy management provider has hired Nicole Stavroff, previously with SecurityScorecard and NetApp, as its new vice president of worldwide channels.

FireMon’s Nicole Stavroff

Stavroff previously was SecurityScorecard‘s vice president of worldwide channels. There, she was responsible for developing the channel go-to-market strategy and driving a pipeline for new annual recurring revenue (ARR). She was tasked with global territory segmentation, alliance-partner joint solution development, and managing a worldwide team to drive execution, partner enablement and several other channel initiatives. Through her leadership, SecurityScorecard’s business grew its new ARR 243% and had a 138% increase in new ARR deal registrations.

FireMon brings visibility, control and automation to enterprise cloud and hybrid network infrastructure.

“I couldn’t be more excited about our channel strategy and where our partner program is today,” Stavroff said. “FireMon is a 100% through-the-channel company, and our revenue organization truly believes in the value our partners deliver to their customers worldwide. We have integrations across many different top alliance technology partners and long-standing relationships with national and regional VARs across the United States and Canada, worldwide partners in APAC, EMEA and LATAM, and distribution partners worldwide.”

Further Enabling FireMon Partners

There are always improvements to make, Stavroff said.

“The existing foundation of our partner program is solid, and our relationships with the channel community are excellent,” she said. “We are looking at ways to enable further our partners on how FireMon helps them to deliver better business outcomes to their customers and how our better together story with our alliance partners allows them to solve their customers’ complex business and technology issues.”

Stavroff is already getting out into the field to spend time with FireMon‘s sales reps and her team, and meeting with partners and customers.

“I want to know from them firsthand how FireMon is doing,” she said. “What is working, what needs improvement, and what strategic initiatives are they looking to solve over the next 18-24 months. Real-time feedback is the only way to improve and ensure we deliver what our partners need to help their customers.”

Making FireMon Partners Successful

Stavroff said every past company she’s worked for or different position she’s held has underscored the importance of having a customer-first mentality.

“Whether the customer is our channel partner, alliance partner, or if it’s our end-user customer,” she said. “We need to make them successful, make it easy for them to do business with us, do what we say we will do, and build relationships based on mutual trust and respect for each other. Also, you must have fun together. We spend too many hours not to enjoy working with each other and supporting each other.”

Through its path-to-platinum component, the FireMon Ignite Partner Program provides FireMon partners with different ways of creating value for their customers and themselves. Ignite operates across three tiers – authorized, gold and platinum – with each tier delivering country-specific support for all routes to market. This includes resellers, distributors and MSPs across a global network of strategic partners.

“I love what I do and meeting with our partners worldwide,” Stafroff said. “I am always learning something new when I meet with them. I am blown away by their talent and respect the longstanding trusted-advisor relationships they have built with their customers. Most have been helping and supporting their customers for 10-to-15-plus years. Also, if something isn’t working, there is an issue or something significant happened, please never hesitate to contact me. I want to know and will help however I can. Open communication is essential, and when there are problems, which inevitably there will be, how you respond makes the difference and ultimately strengthens the relationship once the storm has passed.”