News & Views
Menlo boosts channel programme
New investment designed to further support partners in Menlo Security’s (www.menlosecurity.com) Boost! Channel Programme (www.menlosecurity.com/partners) will incentivize partners and drive international expansion and growth through the channel.
In the last 12 months, Menlo Security’s global network of distributors, resellers, systems integrators and MSSPs has grown by 20% with expansions in key regions including Australia, Europe, the Middle East (EMEA), Japan and North America. The new programme initiatives will offer more flexibility and opportunities to collaborate, including teaming to provide additional margin, enhanced training, and comprehensive go-to-market plans. Partners will be able to access specialized reseller and distributor tools for on-boarding new customers and provisioning end users, together with a new Learning Management System portal, sales and marketing training, and dedicated sales and pre-sales support. Menlo Security has also ring-fenced 30% of its global marketing budget to invest in partner-led field events over the next 12 months.
The company has also strengthened its own global channel team, headed up by Todd Wilson, who joined in 2022. “Since joining Menlo Security, I have been speaking to our partners to identify ways in which we could strengthen our relationships and deliver on our commitment to provide the very best partner programme,” explains Todd Wilson, Vice President of Global Channel Sales, Menlo Security. “As a channel-first business, our partners are critical to our success. Our job is to arm them with the right programmes, tools, training, and incentives, and to support them across the entire customer sales journey, from the initial touchpoint right through to completion.”
Menlo Security will release new tools to selected partners to assess a customer’s level of exposure to Highly Evasive Adaptive Threats (HEAT), a class of threats that targets the web browser and employs techniques to evade multiple layers of detection in security stacks, including firewalls, Secure Web Gateways, sandboxing, URL Reputation, and phishing detection. The first of these, HEAT Check, allows customers to run a light penetration test to identify if they are susceptible to HEAT attacks.
The company has already invested resources in its global channel team with the appointment last September of Robert Cole-Lomas as Senior Channel Director for EMEA, together with Bryan Grabowski, Channel Director, North America, E. Lauren Wolff, Senior Manager, Partner Marketing, and Justin Lane, Channel Manager, East, North America. In addition, Phil Hillhouse has been named Vice President of Sales for the Americas. With his extensive experience in channel sales and implementing cross-functional sales and business development across service providers, system integrators, MSSPs, and resellers. Phil will support the team to accelerate growth in North America.
“We are excited about the changes we have put in place, with a significant level of investment into our own team and commitment to our partners around the world,” adds Wilson. “The timing has never been more important, with the growth in browser-based attacks and the need for our isolation-powered technology, which partners can offer as a dedicated solution or as part of a portfolio of best-of-breed solutions. Our enhanced programme and new initiatives and tools will empower partners to create new revenue streams and improve margin.”