ForeScout Technologies has reworked its channel programme to reflect the growing sales opportunities for partners from the proliferation of Internet of Things (IoT) devices, the vendor has announced.
The San Jose-based firm has recrafted its channel programme, dubbed ForeScout Forward, into a three-tier model that also includes provisions for partners to deliver lucrative professional services to end customers.
ForeScout says it has positioned the upgraded program to support partners engaged with customers requiring stronger security owing to the rapidly growing adoption of IoT devices.
The revisions aim to offer control and predictability over a partner's margin, provide more opportunity to support customers' security needs with professional services and encourage closer integration with complementary solutions, the company said.
"The ForeScout Forward Partner Program 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," Todd DeBell, ForeScout's VP of global channel sales, said in a statement.
DeBell added that he figures the program will catch the eye of VARs and global channel partners.
Specifically, ForeScout's offering is structured around three levels of commitment, with partners slotted based on their experience and expertise selling ForeScout's solutions.
Offerings include resale margins, region-specific enducements - such as revenue bars and investment requirements, market insights and business support, an online partner locator, opportunity registration incentives, proposal-based marketing funds, sales and technical enablement, technical certification and access to executive briefings.
The vendor's partner program changes come six months after ForeScout hired DeBell, a 26-year channel sales and management veteran, as its new channel boss with a charter to grow its partner network.
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