Monday Morning Impact – March 20

Google Expands Cloud Partner Program

Google has announced some enhancements to its cloud ecosystem, as part of an effort to simplify partner program requirements and enhance partner enablement and training.

Google is amping up its incentive programs, expanding its rebate program to include all Premier G Suite and Premier GCP resellers. The company also plans to increase co-funding, and to provide low interest loans to help Premier partners grow their teams. Moving forward, the company also plans to introduce targeted programs for partners to aid not only their technical integrations, but also their business success.

Among the other highlights, training and revenue goals will now encompass G Suite, GCP, Maps, Devices and Education (whereas previous requirements were based on a single product), enabling partners to build their cloud practices and grow their business through multiple product areas. On the technical side, partners demonstrating strong customer success and technical proficiency in certain solution areas can now apply for a specialization in app development, data analytics, machine learning and infrastructure. On the enablement front, Google is working with authorized training partners to offer hands-on labs and comprehensive courses.

Channel Impact^®
These initiatives are all intended to help partners to accelerate growth and drive customer success. The channel, in turn, will closely monitor Google’s commitment to an indirect sales strategy as part of its overall go-to-market motion.

Fortinet Launches New Program for MSSPs

Fortinet, a Sunnyvale, CA-based cybersecurity company, has launched a new partner program specifically designed for Managed Security Service Providers. Fortinet’s MSSP Partner Program is designed to enable existing MSSPs to expand their offerings and maintain a competitive advantage while also providing assets and guidance to support resellers and systems integrators looking to enter the managed security services market.

“Facing an increasingly hostile threat landscape, businesses of all sizes are struggling to ensure the security of their sensitive data and technology investments,” said Stephan Tallent, senior director, managed security service providers at Fortinet. “These challenges are driving many organizations to seek out security service providers that have the technical expertise and advanced security offerings that can meet their unique business requirements. Fortinet’s new MSSP Program reinforces our ongoing investments and continued dedication to the success of our MSSP partners and the security of their customers.”

The program includes sales, technical and marketing support, access to Fortinet’s developer network, APIs, and tools to unlock advanced features and customization capabilities, online, self-paced training, dedicated account management and access to Fortinet beta programs and invite-only events.

Channel Impact^®
There is increased debate on whether the security landscape is evolving so quickly that threat protection can best be delivered as a service. Which side you are on might best be determined by your company’s business model. But in either event, security vendors are increasingly recognizing the importance of MSSPs as a channel, and this program underscores that realization.

Webroot Partners with Kaseya for Endpoint Security through VSA

Webroot has announced a strategic partnership with Kaseya through which Webroot SecureAnywhere Business Endpoint Protection (WSAB) has been integrated as a module into the Kaseya VSA management platform.

The objective is to provide simplified and automated endpoint security management that ensures each individual endpoint is constantly monitored and protected against malware, ransomware and advanced persistent threats. Additional benefits include support for Apple products and access to the Webroot Unity API (Unity), which allows security administrators to access additional Webroot endpoint data and services.

“Managing an endpoint security solution is an increasingly challenging task for MSPs and small businesses. Issues can include poor efficacy, poor event visibility, poor automation and remediation, high support-desk call rates and increasingly high operational costs,” said Charlie Tomeo, vice president of channel and technical sales at Webroot. “Organizations need endpoint security solutions that are cost effective yet powerful, efficient yet highly secure.”

The Webroot Kaseya Module includes management from a single pane of glass, the ability to search via Kaseya group, machine ID or other criteria, mirrored management for groups,  and automatic recognition and management for already installed Webroot agents via VSA.

The module is now available through the Kaseya Automation Exchange, which is the company’s marketplace.

Channel Impact^®
The move is likely to support managed service providers in their efforts to deliver security offerings more efficiently.