CyberArk Increases Partner Opportunities in Privileged Access Security

CyberArk, a privileged access security provider, has rolled out new partner enablement programs and incentives aimed at driving more business opportunities across the CyberArk Partner Network.

New enablement features include: a new competency-based tiering structure, including authorized, certified and advanced; new certified sales professional (CSP) and certified pre-sales engineer (CPE) modules; and access to new sales and marketing tools and programs.

CyberArk’s Scott Whitehouse

Scott Whitehouse, CyberArk‘s vice president of channels and alliances, tells Channel Partners his company wanted to make strategic investments in its partners’ ability to grow their business and deepen their privilege-related expertise.

“To do this most effectively, we needed to shift the program to a competency-based model to address the accelerated adoption of privileged access security in the industry,” he said. “We also wanted to ensure  that our partner community was equipped with the right skill sets to drive successful business outcomes and delivery greater value for our joint customers.”

The CyberArk Partner Network connects more than 400 partner organizations with a network of security-focused organizations to address critical privileged access security challenges. The partner network encompasses a portfolio of partner types, bringing together the strengths of advisory consultants, GSIs and regional solution providers.

With the new tiering structure, partners have greater flexibility to participate at the level that best matches their business model, according to the company. It also creates a better balance between partner performance and the value being delivered to the customer, while enabling CyberArk to scale more efficiently, it said.

The new modules help partners better engage with customers earlier in the sales cycle and confidently position cybersecurity programs. Training and certification programs enable partners to grow their business with CyberArk by building business and technical expertise.

“We are training partners from a sales and pre-sales perspective to identify privileged access management (PAM) opportunities across the enterprise from the mainframe to the cloud,” Whitehouse said. “As partners develop their knowledge, they will be in a better position to identify opportunities and address customer security challenges — and thus realize greater revenue opportunities. Importantly, we are enabling partners around core digital transformation technologies — like cloud, DevOps and robotic process automation (RPA).”

Access to sales and marketing tools supports partners’ differentiation in the market, he said.

“The CyberArk Partner Network empowers partner organizations with the tools they need to drive customers’ success, including new opportunities to earn certifications through instructor-led, live online, eLearning and customized training programs,” said Brian DiPaolo, CTO of Accudata Systems, a CyberArk partner. “The increased access to training programs has expanded our ability to provide critical privileged access security services, scaling-up our CyberArk-specific sales force and service delivery teams.”