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Secureworks looks for partners to increase channel sales

Nasdaq-listed cyber security services vendor Secureworks has unveiled its Global Partner Program to put more of its $553m global revenue through the channel. Currently, less than 10% of those sales come through partners, with the rest down to direct sales, but the company wants to significantly change this as it widens its international reach.

With the programme, the company says it wants to “provide resellers and referral partners with a more streamlined and profitable way to meet growing customer demand for cyber security”. Core elements of the programme include standardised deal registration, a new partner portal and “clear rules of engagement” between direct and indirect sales.

“During this time of rapid change and uncertainty, businesses are dealing with a heightened need for safety and security,” said Maureen Perrelli (pictured), chief channel officer at Secureworks. “Our new channel programme provides partners with access to our leading cyber security solutions to address their customers’ needs, along with a growth opportunity for a profitable and recurring revenue stream.”

The Secureworks Global Partner Program is designed to be “simple and flexible”, with no quotas and no tiering. Partner benefits are based on competencies and performance levels and include base rebates, new business discounts, marketing development funds and education and training.

Products and services available through the programme include the Red Cloak threat detection and response (TDR) application, managed detection and response (MDR) solution and the Red Cloak Incident Management Retainer for proactive and emergency incident response.

The company currently has around 300 partners globally. It says it has over 4,000 customers across over 50 countries protected by its technology.