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#P81 AWARD WINNING PARTNER PROGRAM

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„Perimeter 81: Revolutionierung der IT-Sicherheit für Managed Service Provider“

Perimeter 81, ein schnell wachsender Anbieter von vernetzter Netzwerksicherheit, Zero Trust Networking Access (ZTNA) und Secure Access Service Edge (SASE), ist in CRN®’s 2023 Partner Program Guide als anerkannter Anbieter aufgeführt worden. Dieser jährlich erscheinende Leitfaden bietet Mitgliedern des IT-Channel-Ökosystems wichtige Informationen, wenn sie Partnerprogramme von Technologieherstellern erforschen, um die Anbieter zu finden, die ihre Geschäftsbedürfnisse am besten unterstützen.

Für Managed Service Provider (MSPs), Value-Added Reseller (VARs), Systemintegratoren und strategische Serviceanbieter ist die Breite und Tiefe der Partnerprogramme, die diese Unternehmen anbieten, ein entscheidender Faktor bei der Bewertung, mit welchen IT-Herstellern und Distributoren sie zusammenarbeiten sollten. Im Partner Program Guide 2023 wurden Anbieter anhand von Anforderungen und Angeboten bewertet, die sie auszeichnen und das langfristige Wachstum eines Partners fördern, einschließlich Partnertraining und -bildung, Vertriebs- und Marketingressourcen, technischer Support und Kommunikation.

Das Partnerprogramm von Perimeter 81, das im vergangenen Jahr gestartet wurde, hat schnell Lob von MSPs und VARs für seine Einfachheit und schnellen Wertsteigerung erhalten. Partner werden von Anfang an mit allen Tools ausgestattet, die sie für ihren Erfolg benötigen, einschließlich Zertifizierungen, kostenlosen NFRs, Schulungen, technischer und Vertriebsunterstützung und Marketingmaterialien. Dies ermöglicht es den Partnern, die Technologie schnell zu verstehen und die Bereitstellung und Verwaltung von Dienstleistungen für Kunden in jeder Branche zu vereinfachen, wodurch sie mehr Zeit am Tag haben, um neue Kunden zu akquirieren und Umsatzchancen zu erschließen.

MSPs und VARs, die eine gesamte Sicherheitsstack bereitstellen können, sind gut positioniert, um ihren Kundenstamm zu erweitern – je breiter die Angriffsfläche einer Organisation ist, desto mehr Risiken geht sie ein. Die robuste, skalierbare Sicherheitsplattform von Perimeter 81 lässt sich in nur wenigen Minuten implementieren und gibt Partnern die Möglichkeit, die Sicherheitslage eines Kunden jederzeit zu verwalten und zu verbessern. Perimeter 81 plant, seine Investitionen in die Produktentwicklung fortzusetzen, wobei die Ideen speziell auf seine Partner abgestimmt sind. Darüber hinaus plant das Unternehmen, in den kommenden Monaten an mehreren für MSPs zugeschnittenen Konferenzen teilzunehmen, darunter die Channel Partners Summit, IT Nation Evolve und Robin’s Big Seminar, um sein Wissensspektrum zu erweitern und sicherzustellen, dass jede zukünftige Entscheidung weiterhin zum größten Vorteil seiner Partner getroffen wird.

„Die zunehmend gefährliche Cyber-Landschaft hat MSPs und VARs zu wertvollen Vermögenswerten gemacht. Als wir unser Partnerprogramm entwickelten, wollten wir sicherstellen, dass diese Parteien eine umfassende Sicherheitsplattform leicht zur Verfügung haben,

die die Zuverlässigkeit und Widerstandsfähigkeit ihrer Kunden verbessert“, sagte Rich Farbman, Vice President of Channel Sales bei Perimeter 81. „Die Anerkennung in CRN’s 2023 Partner Program Guide ist ein Beweis für die harte Arbeit, die wir in so kurzer Zeit geleistet haben, um all das zu erreichen. Wir fühlen uns geehrt, auf dieser Liste zu stehen, und bleiben unserem Engagement verpflichtet, neue Tools zu entwickeln, die nicht nur die Grenzen der Sicherheitsinnovation verschieben, sondern unseren Partnern auch in den kommenden Jahren weiterhin den besten Service bieten werden.“

„In der heutigen Welt ist der Bedarf an Innovation größer denn je“, sagte Blaine Raddon, CEO von The Channel Company. „Solution Provider suchen nach Anbietern, die mit ihrer sich entwickelnden Geschäfts- und Kundenanforderungen Schritt halten können. CRN’s 2023 Partner Program Guide liefert tiefe Einblicke in die Stärken jedes Programms und hebt die Anbieter hervor, die sich der Unterstützung ihrer Partnergemeinschaft verschrieben haben und positive Veränderungen im gesamten IT-Kanal vorantreiben.“

Perimeter 81 setzt sich dafür ein, seine Partner weiterhin mit innovativen Lösungen zu versorgen, um den sich ständig ändernden Bedürfnissen und Herausforderungen der IT-Sicherheitslandschaft gerecht zu werden. Durch seine Anerkennung in CRN’s 2023 Partner Program Guide hat das Unternehmen bewiesen, dass es in der Lage ist, robuste, benutzerfreundliche und skalierbare Sicherheitslösungen bereitzustellen, die sowohl für Partner als auch für ihre Kunden einen erheblichen Mehrwert bieten.

#people

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The success of any enterprise SaaS product depends heavily on the strength and capabilities of the sales team, the sales culture, and the partner network.

  1. Sales Team: The sales team should be composed of experienced professionals who understand the complexities of enterprise sales. They should be knowledgeable about the product and the industry, as well as the needs and pain points of the target customers. The team should be trained to engage with customers in a consultative manner and build long-term relationships that result in successful deployments and renewals. They should be able to work collaboratively with other teams such as marketing and customer success to ensure that the customer journey is seamless.
  2. Sales Culture: The sales culture should be focused on customer success and value. The team should be incentivized to sell the product in a way that meets the customer’s needs, rather than pushing a one-size-fits-all solution. This can be achieved by offering commission plans that reward successful deployments and renewals, rather than just new customer acquisitions. The culture should also encourage a data-driven approach to sales, with a focus on metrics such as customer lifetime value and renewal rates.
  3. Partner Network: An effective partner network can help to extend the reach of the sales team, and provide access to new markets and customers. The network should be composed of partners that understand the product and the industry, and have a track record of successful deployments. The partners should be incentivized to promote the product and provide value-added services such as implementation, customization, and support. The partner program should also include training and certification programs to ensure that partners are knowledgeable about the product and can deliver high-quality services to customers.

Overall, the sales team, and we support you in stuffing with our people in the first place or hire them into your organisation, sales culture, and partner network are critical components of a successful enterprise SaaS developement plan. By focusing on customer success and building strong relationships, the team can drive adoption and retention of the product, while the partner network can provide access to new markets and customers.

European approach:

When it comes to the European market, it’s important to recognize the cultural differences and nuances between different countries. While there is a shared business culture and a common market, there are also significant differences in language, customs, and business practices. Therefore, it’s important to tailor the marketing message and sales strategy to each specific market. Some important considerations for selling in Europe include:

  • Language: Ensure that your marketing materials and sales collateral are translated into the appropriate languages for each target market.
  • Compliance: Be aware of local regulations, particularly around data privacy and protection, and ensure that your product and marketing materials comply with these regulations.
  • Sales culture: Different countries have different sales cultures, so it’s important to understand the local approach to sales and adjust your strategy accordingly. For example, in some countries, a more formal and indirect approach may be preferred, while in others, a direct and informal approach may be more effective.
  • Partner network: In Europe, there are many opportunities to work with partners, such as resellers, distributors, and integrators. These partners can provide valuable local market knowledge and help to expand your reach in the region.

ANZ approach:

When it comes to selling in the ANZ region, it’s important to understand the unique characteristics of the market. ANZ is a mature market with high levels of technology adoption, so there is a strong focus on innovation and staying ahead of the curve. Here are some important considerations for selling in ANZ:

  • Market size: The ANZ market is relatively small compared to other regions, so it’s important to focus on the right target customers and verticals.
  • Innovation: ANZ customers are often early adopters of new technology, so it’s important to highlight the innovative features and capabilities of your product.
  • Partner network: Like in Europe, there are many opportunities to work with partners in ANZ. However, the partner landscape in ANZ may be different from other regions, so it’s important to identify the right partners and develop strong relationships with them.
  • Localization: While English is the primary language in ANZ, there may be local nuances and idioms that should be taken into account when developing marketing materials and sales collateral.
  • Sales cycle: The sales cycle in ANZ may be longer than in other regions, as decision-making can be more collaborative and involve more stakeholders. It’s important to build strong relationships with customers and provide ongoing support throughout the sales process.

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#team & culture

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Building and leading a team in an early-stage company is a critical skill for any entrepreneur. When starting a new business, the team is the foundation upon which success is built. Here are some tips on how to develop the ability to build and lead a team in an early stage.

The first step is to establish a clear vision for the company. This means defining the company’s mission, values, and goals. The vision should be compelling and inspiring, and it should be communicated to all team members. The vision will help to attract and retain top talent, as well as align the team around a common goal.

Once the vision is established, the next step is to hire the right people. In the early stages, it’s critical to hire individuals who are flexible, adaptable, and willing to take on multiple roles. Look for people who are passionate about the mission and have a track record of success in their previous roles. It’s also important to consider cultural fit, as early-stage companies often have a unique culture that requires a certain type of individual.

After hiring the team, it’s important to establish clear roles and responsibilities. Everyone on the team should understand their role and how it contributes to the overall success of the company. This includes defining goals, deadlines, and metrics for success. This clarity helps to ensure that everyone is working towards the same objectives and reduces confusion or misunderstandings.

Once roles and responsibilities are established, it’s important to foster a culture of collaboration and teamwork. In the early stages, everyone on the team needs to be willing to roll up their sleeves and help out wherever needed. Encouraging open communication, constructive feedback, and a willingness to learn from mistakes will help to create a strong team culture.

It’s also important to provide ongoing training and development opportunities for team members. This helps to ensure that everyone on the team is continually learning and growing, which is critical for success in a rapidly changing business environment. Providing regular feedback, mentorship, and coaching can also help team members develop their skills and reach their full potential.

Finally, it’s important to lead by example. As the leader of the team, it’s critical to model the behavior that you want to see in your team members. This means being passionate, committed, and hardworking. It also means being willing to take risks, make tough decisions, and learn from failures.

In conclusion, building and leading a team in an early-stage company is a critical skill for any entrepreneur. By establishing a clear vision, hiring the right people, defining roles and responsibilities, fostering a culture of collaboration, providing ongoing training and development, and leading by example, entrepreneurs can develop a strong and successful team. With the right team in place, early-stage companies can achieve their goals, grow their business, and create a lasting impact in their industry.