On August 18th, we hosted our Q3FY22 Quest Partner Update webcast. Todd Werner (VP of Channels), Mylene Legresley (Senior Global Channel Marketing & Programs Manager) and Joe Garber (VP of Marketing) reviewed many aspects of the Quest partner program, but here are the key takeaways:
State of Business
Demand for our solutions has continued to accelerate year-over-year, with our channel being central to our growth. Where partners are proactively driving engagement with us and their end users with Quest and One Identity solutions, sourced business has risen by almost 100% year-over-year. As a byproduct, the partner profitability and growth are also soaring.
Through the rest of the year, we will continue to focus on quality to keep raising close rates and fortifying the health of our pipeline, leading to more closed sales. We’re also asking partners to balance their approach and expand your footprint of support to include some channel adjacencies you may not have considered before.
One Identity has been named a Leader in the July 2021 Gartner Magic Quadrant for Privileged Access Management (PAM)! Between 2020’s report and now, we’ve gone from being labeled as a PAM visionary to being one of the top three PAM leaders. Areas where we got high marks include:
- Product: Specifically, our ability to allow auditors to search for artifacts that would be otherwise difficult to find, as well as our new SaaS offering and Safeguard
- Strong support for functionality
- Overall market understanding
Why’s that so important? Identity/credential-related attacks are on the rise, causing an increase in identity security investments and a 20% growth in the PAM market. So, this Leader title is expected to have a positive effect on our product awareness and customer interest. Promotion can be driven via:
- Short-Term: social media, press releases, blogs, landing pages, emails and web banners
- Longer-Term: Display campaigns, webinar series and event messaging
If you’d prefer some assistance in crafting partner campaigns, look into our Partner Campaigns in a Box, which are designed to provide the base resources you need to create a campaign around each solution/product. There are around 10 campaigns currently available on the partner portal that can be found under Marketing > Asset Library > Campaigns in a Box, including three new campaigns for erwin, Quadrotech and One Identity. Materials include emails, call scripts, assets, simple sales training and battlecards.
MSP Program Update
According to Businesswire, the Managed Service Provider (MSP) market is expected to reach $552.35 billion and expand at a CAGR of 12.7% by 2028. So, we’re growing our MSP program, as well.
With the Quest MSP program, you not only get proven technologies on which to build your services, you get flexible licensing to help reduce start-up and expansion costs, as well as MSP-specific rate plans and partner rebates to maximize profitability and help you easily expand into new managed services to grow your business.
The Partner Circle Service Provider Class is specifically focusing a company-wide effort and investment in MSPs with three key deliverables to our partners:
- Focused go-to-market (GTM) strategy and rewards program to build commercial value (including flexible pricing options, priority tech support, simplified operations and GTM collaboration)
- Efficient operations to reduce friction in our business (including easy sign up, fast start, enablement and continuous improvement process)
- Market relevant, MSP-friendly technology to drive adoption (such as PAM, IGA and UEM)
The new MSP section of our website and partner portal will be live soon.
Silver, Gold and Platinum partners, enrollment for the Quest/One Identity H2 Rebate program is now open. Please sign up by Oct. 31 to start earning rebates!
Technical & Services Training
One of the core elements of our partner program is enablement: Making sure that you’re prepared to and confident in selling these solutions. So, we have free, web-based sales and pre-sales training courses available. Additionally, there are courses and accreditations needed to achieve Silver and above partner tiers, as well as more extensive training such as boot camps and fee-based certification.
Q: When will the materials in the Partner Program be updated?
A: We’re in the process of having a look at the content in our portal and making some updates to those. We want to put partner enablement and training front and center to make sure that the right content is being provided for you. Additionally, toward the end of this year/beginning of next year, we’ll be relaunching the portal mechanism for training with a new, easier to use platform.
For more details on these topics, check out the full webcast, available on-demand here.