ForeScout Adds Platinum Tier to Partner Programme

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IoT security vendor ForeScout introduces new top partner level, shifting professional services to channel

Security vendor ForeScout has added a Platinum tier to its global channel programme to target top-level partners.

The firm, which specialises in Internet of Things (IoT) security has added the new tier to its Forward Partner Programme to benefit partners with “the highest levels of investment” in its technology.

“The ForeScout Forward Partner Programme will incentivise our value-added resellers and channel partners to grow their business with us and was developed with current and prospective partners in mind,” said Todd DeBell, vice president of global channel sales, ForeScout. “New features within the programme will mean increased profitability for our channel partners and reaffirms our global position with our distribution partners.”

Requirements

ForeScout is currently assessing partners to see which make the new level, although DeBell says the requirements for Platinum partners may differ based on geography.

Todd DeBell, vice president of global channel sales, ForeScout
Todd DeBell, vice president of global channel sales, ForeScout

In addition, ForeScout is shifting its professional services business over to its partners. “We’ve found with the explosion in our growth, it’s tough for us to keep up in that area. We know partners are very close with the end users so it’s something we’re keen on,” DeBell tells ChannelBiz.

While DeBell wouldn’t disclose what percentage of ForeScout’s sales go through the channel, he said it was “the majority” of its business, and that its plan is that a hundred percent of its professional services would go through partners within the next three years. “Taking that next step on the services side helps partners see out really strong commitment there, and that partners are very important to our business” he said.

ForeScout says the growth of IoT devices has created a new opportunity for the channel to engage with customers on security.

The vendor has 500 partners worldwide, and in the works with distributor Arrow globally.


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