How 1Password’s New Channel Strategy Supports Enterprise Security And MSP Growth

With cyberattacks on the rise and businesses juggling multiple logins and systems, secure access has never been more critical or more complex. That is why 1Password is doubling down on its partner-first strategy. CRNtv host Sydney Neely spoke with Lori Cornmesser, vice president of channel and alliance sales at 1Password, about how the company’s updated partner program is creating more opportunities for MSPs and resellers.

Sydney: Why is the channel such a key part of 1Password’s growth strategy, and how are partners helping move that vision forward?

Lori: We believe the fastest path to scalable global growth is through strong strategic partnerships. So moving to a channel-first approach is core to our strategy, not just to reach more customers, but to meet demand across our segments, our regions and our buying motions.

Our partner ecosystem allows us to show up where customers are and how they prefer to buy, whether that is MSPs supporting SMBs, resellers engaging with enterprise buyers or marketplaces like AWS accelerating deal cycles. Our vision is to make secure access effortless for everyone, and partners are essential to making that real. They guide customers, deliver trusted expertise and help us unlock new markets with greater speed and scale.

That impact is amplified through our 1Password extended access management platform, which gives partners a powerful foundation to deliver strong, scalable identity security that is built for the way people and AI agents work today. That is why we continue to invest in our partners.

Sydney: You recently rolled out some updates to the partner program. What is new, and how are these changes making it easier or more profitable for partners to work with 1Password?

Lori: We really reimagined our partner program, and it was to make it easier, more profitable and more predictable. Those were the three goals.

We introduced three clearly defined tiers, each offering greater rewards as partners scale. So enhanced deal registration discounts, renewal incumbency, co-marketing assets, NFR licenses—everything partners would expect. We have also launched a new partner portal, giving partners easy access to training, sales tools and marketing resources in one place.

Partners will gain access to more strategic support, dedicated channel account managers and priority training. It is all designed to help our partners accelerate their sales cycle, increase profitability and deliver long-term customer value.

Sydney: A lot of MSPs are focused on simplicity and scalability, and 1Password recently introduced its dedicated solution for MSPs this year. How are you making it easier for MSPs to manage multiple customers and grow their business at the same time?

Lori: MSPs need solutions that are simple to deploy, scalable across clients and easy to manage. That is exactly what we launched at 1Password. It is a dedicated solution built to help partners securely manage multiple customer environments through a single centralized dashboard.

It also has features like delegated admin, linked accounts and usage reporting. MSPs will get the access and control they need to support customers at scale without added complexity. We also built flexibility into the model, so there is no upfront commitment. MSPs can grow with us on their own terms, with pricing that aligns to their business.

And now, 1Password for MSPs is available on the Pax8 marketplace, making it easier for MSPs to purchase, provision and bundle 1Password through an ecosystem they already trust. It is a major step forward in expanding access and helping more MSPs deliver at scale.

Sydney: Looking ahead, how do you see 1Password’s partner ecosystem evolving, and what should partners be paying attention to in terms of new opportunities?

Lori: Looking ahead, our partner ecosystem is evolving to be more connected, more strategic and full of opportunity. We are expanding globally, scaling through distribution and launching new marketplace integrations to help partners reach customers where they are and how they prefer to buy.

MSPs will continue to see strong investments from 1Password, from distributor-led scale motions to our launch on the Pax8 marketplace. That opens the door to thousands of MSPs through a familiar and trusted ecosystem. We are also deepening our work with strategic alliances to deliver better-together solutions that drive differentiated outcomes for customers and greater value for our partners.

Ready to grow with 1Password? Explore partner resources and opportunities at 1Password.com/Partnerships.