Network monitoring software vendor AccelOps is becoming a channel-friendly company.
Two weeks since announcing upgrades to its AccelOps 4.4 threat detection and operational intelligence platform, the Santa Clara, CA-based company has announced a channel program for partners, mainly for those it considers “managed security service providers” (MSSP).
“You have three types of customers,” said John Allen, channel sales director at AccelOps told CDN. “The enterprise customer owns and operates the whole solution, the MSP type can operate it but can’t install it, and the MSSP type that needs someone to both install and run it.”
Ideally, AccelOps is looking for partners that can do it all, he said, as traditional VARs miss out on the second and third types of customers.
“The partners we’re going after are the security partners who understand our business,” he said.
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AccelOps’ partner program comes with four tiers, which include Referral, Member, Premier, and MSSP tiers.
Allen promised higher discount levels, which start at 25 per cent and grow to 35 per cent after $200,000 in revenue, deal protection for 90 days, free test, demo and training licenses, and even multi-tenant and white-label versions of AccelOps for those that manage to reach the MSSP Partner tier.
All of it will also be consistent, as opposed to AccelOps’ previous model of negotiating individual contracts with partners.
Despite this, the company boasts that 78-80 per cent of its business is through the channel, one that it hopes to grow to 100 per cent.
“Environmental information, devices, users, apps, storage, network, servers, everything that’s touching the customer’s network, we take that in,” Allen said of AccelOps. “It’s a holistic solution.”