Cybersecurity Channel Moves: Q2 2023
We’re taking a look at the security vendors that’ve unveiled major partner program updates or named new channel chiefs in the second quarter of 2023.
Dragos announced a new channel program June 13 that seeks to scale up the industrial cybersecurity vendor’s work with partners, ultimately helping resellers and service providers to better meet the growing demand for operational technology (OT) security. The company has overhauled numerous elements of the channel program with a particular focus on making skills training and other resources available through its self-service portal, as a way to help more partners gain expertise and proficiency with the Dragos platform, said Jon Pringle (pictured), vice president of U.S. channel at Dragos.
With the updated portal, for instance, partners will be able to access hands-on training and product documentation that in the past has often been delivered to partners directly by Dragos personnel, Pringle said.
In addition to training and documentation resources, the new Dragos partner program includes deal registration, marketing assets such as co-branding materials and sales and marketing support. Financial benefits include volume discounts, increased margin for partners that identify customer opportunities and market development funds (MDF), which includes proposal-based MDF opportunities.