Cyber security software provider Wallix has reinforced its channel strategy with the launch of a new dedicated partner programme for managed service providers (MSPs).
The European access and identity specialist has consolidated its existing partner support system to meet what it calls “new strategic challenges”, with the revamped initiative designed to help MSPs better address the growing market.
The programme includes the firm’s privilege access management (PAM) unified solution PAM4ALL, as well as a host of training materials for engineering, sales, and customer support teams. MSPs also have access to marketing content tailored specifically for business growth.
Announcing the move, Wallix said the programme will enable MSPs to offer different sales approaches to their customers or managed services.
"The strengthening of our Channel First strategy is a key step in the development of Wallix," said Laurent Gentil, the firm’s channel director. “It is important for us to maintain strong links with our partners who want to support us in our growth, and we are evolving our business partner programme to offer necessary support and help them to achieve their business objectives.”
Paris-based cyber security provider Wallix specialises in digital identity and access security solutions, designed to help businesses respond to evolving data protection challenges. Founded in 2003, the firm has built a distribution network of more than 300 partners, including distributors, reseller integrators, global integrators, and consulting firms.
In its pursuit of growth, the company previously implemented a development plan – named ‘Ambition 21’ – which set out the objective of commercially covering 80% of the market, leveraging partners with strong regional influence.
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Today, Wallix has achieved that target and has set out a successor plan name ‘Unicorn 25’, which is designed to help the company reach €100M in revenues and 15% operating margin by 2025.
Wallix said the new framework values the performance of its partners and supports them in the implementation of their business plan built for its PAN4ALL platform. With the launch of its new plan, partners will have access to teams, certifications, and technical content adapted to their target market, region, and the wider industry.
Industry is at the heart of Wallix's Unicorn 25 scheme, the company said. It has also recently launched its 'OT.security by Wallix' brand to capitalise on the industrial cyber security sector which is currently estimated to be worth $15.5 billion, according work carried out by VPA Research, cited by Wallix.
Now, with its new dedicated MSP programme, Wallix says it is targeting a “high potential market” that will contribute to its Unicorn 25 target, while also equipping partners with the tools and skills they require.
"I am pleased that our MSP offer is taking shape through the creation of a dedicated partner programme, that integrates the business partner programme and respond to organisational needs," said Ronan Croguennec, head of practices, CSP and MSP, at Wallix.
