John Polly | VP, Worldwide Channel and Alliances
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John Polly | VP, Worldwide Channel and Alliances
More About This Author >
Since Thales acquired Imperva in December 2023, the two companies have worked tirelessly to help organizations discover and protect data anywhere, manage access, and secure all its paths. The acquisition created a holistic portfolio of cybersecurity solutions that addresses the critical security needs of global customers.
The acquisition of Imperva saw Thales extend its extensive partner ecosystem to include over 6700 organizations, including resellers, distributors, managed service providers, original equipment manufacturers, technology partners, and strategic advisory partners, and combining award-winning product portfolios across Applications, Data, and Identities.
This month, we have taken the integration a step further by creating aligned partner programmes, the Thales and Imperva Accelerate Partner Networks. These programmes bring together the best of both programmes, aligning on benefits, discounts, go-to-market support, and tiering, to make it easier for partners to sell both the Thales and Imperva portfolios. This marks the first step towards a fully integrated program expected to launch next year.
Here are just a few examples of how the new Accelerate Partner Networks provide value to Thales partners and customers:
Streamlined Benefits, Requirements, and Resources
Both programmes now offer the same benefits and requirements with harmonized discounts across hardware, software, and cloud services, reducing the complexity of navigating two separate programmes. Partners can also now access the tools and resources they need to be successful in one unified partner portal that features sales and marketing materials, technical documentation, and new simplified training designed to build end-to-end capabilities based on a partner’s role and focus solution areas.
New, Predictable Ways to Earn Discounts
Partners can earn predictable margins with discounts based off the customer’s discounted price. We have incentivized partners to invest in building their technical skillset with increasing discounts based on their partner level and new discount categories that reward partners for identifying opportunities and leading technical sales.
Opportunities to Differentiate with Specializations
With our broad portfolio spanning from application security, data security, and identity and access management, we are introducing specializations to help customers find partner with the right level of expertise to address their unique cybersecurity needs. These specializations demonstrate a partner’s proficiency in areas such as professional services, technical support, driving sales, co-selling, and more based on focus area. Whether customers need data encryption and key management, cloud security, application security, or a combination, Thales partners can now meet their demands.
Minimal Disruption to Existing Partnerships
Partners can continue to grow their existing partnership without signing a new contract but can opt in to growing their portfolio by joining the other partner programme. This means that customers can continue to work with their existing partners without disruption.
Partner Level Matching
Partners can accelerate their growth by joining both programmes and having their partner level matched to the highest partner level of the two programmes, allowing partners to access the same benefits and resources across both portfolios.
Learn More About the Accelerate Partner Network
Boasting an extensive partner ecosystem of value-added resellers, technology vendors, embedded solutions (OEM) partners, managed service providers (MSPs), distributors, and strategic advisory partners, Thales provides identity and data protection solutions to customers who really need them.
The Thales and Imperva Accelerate Partner Networks provide partners with the skills and expertise necessary to achieve and expedite positive results and secure customers with Thales technologies. It recognizes, rewards, and supports collaboration to accelerate partner revenue, differentiate partner businesses, and provide more value to end customers. Together, we secure businesses.
Interested in joining the Thales Accelerate Partner Network? Click here.
Interested in joining the Imperva Accelerate Partner Network? Click here.