We caught up with FireMon’s VP of Worldwide Channel Sales and Operations, Kurt Mills, on the Ignite Partner Program. It went a little something like this:
What’s the background to this update to the partner program?
KM: In today’s evolving threat landscape, organizations’ cybersecurity requirements are rapidly adapting to keep up. That makes the channel partner’s task of providing the best solutions so important. These changes have meant that as a whole, channel partners and their customers are stretched thin when it comes to training and education. Hence, the world has become increasingly accustomed to operating in a more virtual manner. Therefore, within the channel, it is important that we, as a vendor, meet these requirements and give partners everything they need to succeed at their fingertips.
FireMon’s partner program has repeatedly garnered 5 stars in CRN’s partner guide, so what’s new?
KM: We’ve added global program tiers and requirements that align with individual partner requirements based on their market, goals and objectives and expanded the program to include more routes to market like including resellers, distributors and Managed Service Providers (MSPs).
To help partners get further faster, we’ve also created a mobile, flexible learning experience with certification opportunities and a clear path to business growth which enables partners to keep up with changing demands from their customers. It provides them with direct access to sales tools, deal registrations and ready-made marketing campaigns.
Another focus of the evolution has been eLearning – a priority of mine since joining FireMon last year. The new Ignite Partner Program offers two new online, self-paced courses for technical and sales people and an advanced, bootcamp-style course led by a FireMon instructor.
How about support in other regions besides North America?
You’ve heard me say how important partner engagement is to the program refresh. Not only will there be increased lines of communication via email, events and virtual town hall meetings and more strategic alignment of field resources, but in addition we’ve made some key staffing appointments to support it all globally. We’ve appointed a Channel Director in EMEA, James Frost, and a Channel Manager in APAC, Arthur Woo. Both will be vital to communicating and forming strategic alliances with partners in their respective regions.
Although FireMon technology can scale from just about any size business, it makes the most sense at the enterprise level, where complexity tends to be the greatest; therefore, our goal is to ensure that everyone who joins our partner network gets the support they need to sell at the enterprise level. I can say with confidence that we have delivered on that goal with a fully staffed, experienced channel team in North America and abroad.