Netwrix Unveils New Channel Enablement Strategy

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Cybersecurity firm Netwrix has expanded its lineup of sales-enablement services, and made sales-operations processes more transparent and convenient.

The new channel-enablement strategy aims to help Netwrix partners run their businesses faster and better by providing full visibility into deal-registration processes and offering a large set of sales and marketing enablement tools. In March, the company launched a new global channel program in North America.

Netwrix’s Ken Tripp

Ken Tripp, Netwrix’s director of channel accounts, tells Channel Partners that partners were looking for “greater transparency of the activity on current opportunities to gain a better understanding of our technology, how to position Netwrix and identify target accounts to successfully drive sales.”

The new strategy offers tools and instruments, such as advanced lead management through a revamped partner portal, and marketing campaign-in-a-box for partners to launch multistep marketing campaigns and fill their sales pipeline with new leads within one business day. Also, an extended library of sales and marketing tools, such as product cheat sheets, vertical selling guides, data sheets, seminar-in-a-box and other assets help to simplify on-boarding and training for current and new partners, the company said.

“The creation of the revamped partner portal included interviews and sessions on how we could improve the current portal platform,” Tripp said. “(Partners) walked us through current issues surrounding immediate information and updates on opportunities, access to marketing and training materials, and addressing channel conflict with direct access to deal registration via the partner portal.”   

One of the main issues Netwrix was looking to solve by revamping its portal was the transparency of the activity on current opportunities, he said. Previously, manual communication was needed to have an understanding from both parties on how the end-client was progressing in evaluation of the Netwrix Auditor platform, he said.

“By building a portal that allowed our partners to easily update information on activities and lead statuses, we are able to provide timely assistance to our channel partners from a sales and technical perspective,” Tripp said.

More than 9,000 enterprises globally use Netwrix to detect and mitigate data security threats on premises and in the cloud, pass compliance audits and increase the productivity of their IT security and operations teams.

Kent Erickson, president and CEO of Pointivity, said the new partner portal has “greatly increased the efficiency in our partnership with Netwrix.”

“We now have immediate access to training and sales materials, can update and track the progress of our opportunities, and the portal has enabled us to become even more educated on how to position the Netwrix solution,” he said. “We have already utilized the campaign-in-a-box initiative to target industry-specific accounts with information that is relevant to our clients’ direct needs, which has increased our response rates by over 20 percent.”