When I was introduced to Corero a year and a half ago, I was struck by how seriously the company took strategic alliances and channel partnerships. While being a relatively small company, they had great strategic alliances with GTT and Juniper Networks, as well as partnerships with great VARs like Netceed, LightRiver Companies, Myriad360, and Ingecom that drove and continue to drive significant market penetration and revenue for Corero. The executive team placed a lot of emphasis on supporting and growing these partnerships.
So, it was an easy decision to come to Corero last year and seize the opportunity build on this great foundation by creating a more robust partner program that enhances the value we create for our partners and expands our ecosystem. They, in turn, help strengthen our brand reputation and market reach. Since I joined, we have been strengthening that foundation and adding new components, preparing for several exciting announcements.
TDL Gentek – Exclusive Distributor in Canada
Two weeks ago, we announced an exclusive relationship with TDL Gentek, a prominent Canadian distributor specializing in providing cutting-edge technologies to internet and telecommunications service providers. This partnership makes DDoS protection services immediately available to businesses across Canada.Akamai Strategic Alliance
The last week, we announced our new strategic alliance with Akamai, the cloud company that powers and protects life online. This partnership enables Akamai to expand its DDoS protection portfolio to include Prolexic cloud DDoS protection, Prolexic On-Prem (powered by Corero) and Prolexic Hybrid.Partner First GTM Strategy
All of this helped build momentum for our announcement of our new “Partner First” go-to-market strategy and enhanced partner program. Effective October 1, all new Corero business, globally, will be sold through our channel partners. Most of our new business goes through partners already, so this is not a big change in terms of deal flow. This is a big change, however, as it reflects our iron-clad commitment to work with partners on all new business.Why Now?
It’s clear that we depend on partners to build our brand, access new markets, understand our customers better and deliver more robust solutions through partners. As trends in the market create bigger challenges to protect against DDoS attacks, and result in greater impact to companies who are attacked, we felt we had to take action to meet these challenges. Our partner-first strategy underscores our commitment to go “all in” with our partners.What’s in it for partners?
We’re rolling out a new partner program that is laser-focused on making them even more successful with Corero. Our key objectives include helping them to:- Generate thought leadership and build brand reputation with content from Corero.
- Generate many more leads through turnkey marketing and sales calling campaigns and an expanded team of Corero business development reps.
- Win more deals with offerings that are more differentiated, and sales motions supported by expanded Corero sales support.
- Improved margins through discounts attributed to partner levels and deal registration.
- More easily track and manage partnership performance through a joint partner dashboard, lead, and opportunity sharing in our new partner portal.
