Tines Debuts First Channel Program To Drive Security Automation With More Partners

‘We want to extend the number of partners as a result of this partner program launch. We also really want to deepen the relationship with our existing partners,’ says Tines CRO Terry Tripp.

IT and security workflow automation vendor Tines unveiled its first formal partner program Thursday as the company seeks to accelerate its growth with the channel and recruit more reseller and MSSP partners, an executive told CRN.

Founded in 2018 by security operations veterans who’d worked at companies including DocuSign and eBay, Tines has aimed to enable overburdened security teams to automate critical workflows through its low-code and no-code automation platform.

While Tines has brought a focus on working with partners from the start, the company has now reached a level of growth where it makes sense to add more structure and transparency through a formal channel program — and send the signal that the company is aiming to broaden its partner base, according to Tines CRO Terry Tripp (pictured).

“We want to extend the number of partners as a result of this partner program launch,” Tripp said in an interview. “We also really want to deepen the relationship with our existing partners.”

Tines doubled the total number of partners in its community in 2023, to 200, and expects the channel to become even more of a “critical component of our growth” going forward, he said. The company saw 35-percent of its net new revenue sourced by partners last year, and “I anticipate that number increasing in this upcoming year and beyond,” Tripp said.

At channel powerhouse GuidePoint Security, which has partnered with Tines for nearly three years, Tines has stood out in the crowded cybersecurity market with both its technology and approach to partnering, according to GuidePoint’s Mark Thornberry.

“Security is so monotonous. And it can be so complex,” said Thornberry, senior vice president for vendor management at GuidePoint, No. 52 on CRN’s Solution Provider 500. “It's really refreshing when you get a platform that can solve such a relevant problem — but do it without overcomplicating [the process].”

Key use cases for the Tines platform include automation of common security workflows such as endpoint detection and response (EDR) and phishing response, according to the company. The technology can also be used for enrichment and triage of security alerts, while the Tines offering also provides automation for automation of IT processes such as ticket management and employee onboarding.

Importantly, Tines’ approach to simplification also extends to how the company goes to market and how it partners — which is another major differentiator, Thornberry noted. Many vendors tend to “fall into the trap of just making it overly complicated to understand things,” he said.

The new Tines channel program will include three tiers for partners, the company said. Benefits of the program will include training, go-to-market resources, sales enablement resources and co-selling opportunities, Tripp said.

Ultimately, the push to scale up with partners comes as Tines is “seeing a significant increase in our demand,” he said. “I think the launch of the partner program is timed perfectly to help us extend our reach into the market.”