The Gately Report: Zimperium Partners Get Formal Channel Program

Zimperium partners will have access to the mobile security provider’s first formal partner program later this year that incentivizes new business.

That’s according to Chris White, Zimperium’s chief revenue officer. He joined Zimperium in February; before that, he was Druva’s chief revenue officer.

Earlier this month, David Natker joined Zimperium as vice president of global partners and alliances. He previously was Druva’s senior director of alliances.

“We do a great job of engaging with the partner ecosystem, putting together teaming agreements which guarantee them margin profile, all those things, but we are lacking what I would call a traditional partner program,” White said. “So with bringing David Natker in, who I've worked with in the past − he’s built programs from the ground up or elements of programs at Rubrik and other places − we're just wrapping up our second quarter, so over the next 60-90 days we are going to be building a formal partner program, and there's going to be more to come on that.”

Zimperium Partners Driving All New Business

Zimperium is driving 100% of new business through its partners, and the company will build that into its new partner program, White said.

“I will be incentivizing new business specifically with our partner ecosystem so net-new [customers] is going to be a critical element to that program,” he said.

Technical enablement and certifications will also be key to the new program, White said.

Zimperium's Chris White

“That’s going to be an element to the tiering more so than just volume,” he said. “Volume is great and it will play an element to it. But it's really, are you looking to build a security practice around mobile and mobile applications? The applications that are running within these mobile devices are as important, so who wants to go build a mobile practice with us? Who wants to drive net-new logos? And I don't believe that traditional or historic MDF is the way to go. I think we have to do much more … like the account-based marketing that we go and do together.”

The company will incentivize partners who want to build a practice and build services around mobile security. They'll get greater margin on Zimperium product sales as well, including margin that they can make on their services, White said.

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