RecordPoint Goes Channel-First With New Global Partner Program

New program to help partners capture demand for AI and data governance services.

RecordPoint has launched a global partner program for partners to resell, co-sell and refer its technology to customers and will focus on building out the partner ecosystem across the U.S., Australia, New Zealand and Canada.

The program will be led by Christian Lucarelli, VP global partner sales and strategy, who joined Bellevue, Wash.-based RecordPoint in January from process intelligence and automation vendor Nintex.

The new program marks a strategic shift to a channel-first business model for RecordPoint, driven by both business growth and market forces.

On the business side, RecordPoint has reached the SaaS revenue scale where the channel is the right lever to accelerate growth.

“That’s why we’re making this a genuine strategic shift to a channel-first model, not just adding a program alongside what we already do,” Christian Lucarelli, VP global partner sales and strategy, RecordPoint (pictured above).

“Regulated organizations lean on the advisory firms already embedded in their operations, and partnering with those firms is how we scale,” he added.

RecordPoint is also finding that AI and data governance is one of the fastest-growing budget lines in regulated IT, and the opportunity for partners goes well beyond reselling software.

“Every regulated organization deploying AI is discovering the same thing — you can’t govern AI without first governing your data. That’s made data and AI governance one of the fastest-growing priorities in regulated IT, and customers in financial services, public sector and critical infrastructure are buying right now,” he said. “Organizations don’t want to buy point solutions — they want a partner who can advise on their overall data and AI strategy. RecordPoint covers the technology layer; partners own the consulting, frameworks and implementation services around it.”

“For firms already serving regulated organizations … this is a conversation their customers are already having, and most partners don’t yet have a credible offer to bring to it. This program gives them one,” he added.

The program offers two tracks. A reseller track spans four tiers: Aggregator, Certified, Select and Premier, with the entry-level tier carrying no revenue requirement and handling software procurement and fulfilment. Higher tiers unlock greater margins in line with increasing revenue commitments.

A parallel referral and co-sell track allows partners to work alongside RecordPoint’s own sales teams. All partners complete technical and sales certifications before transacting, ensuring customers receive consistent expertise across the ecosystem.

“The program is built around what firms serving regulated organisations actually need to take an offering like this to market,” Lucarelli said.

To support the program, RecordPoint is launching a new partner portal alongside dedicated enablement tracks covering sales, commercial, technical and delivery skills. The company has also committed partner marketing funds and co-branding resources, with deal registration and access to Microsoft’s co-sell motion available to participating partners.

“The structure means partners are genuinely equipped, and enablement covers delivery, not just sales, because customers in this space want implementation and advisory, not just software,” he said.

This article originally appeared on CRN sister website CRN Australia.