Netskope unveils new MSP program as threats and skills shortage rise

SASE vendor claims growing need for specialised security talent is fueling demand for managed services

Netskope unveils new MSP program as threats and skills shortage rise

Netskope has debuted its managed services provider program featuring a new as-a-service business model framework.

The fresh MSP route is an extension of Netskope's Evolve partner program and aims to help partners expand their revenue streams with an additional route to market and profitable service offerings.

According to channel analyst Canalys, the increasing demand for cybersecurity managed services represents one of the most significant growth opportunities for the partner ecosystem.

The firm predicts market opportunity to reach $70bn in 2023 as threat levels rise and the skills shortage widens.

Netskope says the escalating need for more highly specialised cybersecurity talent is a growing challenge that is fueling demand and opportunity for managed services.

This is why its Netskope MSP program enables partners to capitalise on the market trend and address evolving procurement preferences.

"Netskope continues to build programs that unlock as much opportunity as possible for our global partner ecosystem," said Kristin Carnes, vice president of global channel programs and strategy at Netskope (pictured).

"The formalised managed service provider program arms partners with the support and tools they need to successfully build out managed service offerings and deliver a fully managed Netskope SASE solution to their customers."

What does Netskope's MSP program offer?

The new MSP track features a new as-a-service business model framework and includes the availability of tools and resources to support partners as they develop and deliver managed Netskope SASE offerings.

Taking a closer look, Netskope's new program provides simplified and flexible SKU pricing, new solution packages across the Netskope product portfolio, and a new deal protection program to register MSP opportunities.

It also contains two partner technical training tracks dedicated to implementation and support, including the introduction of five new training modules, access to a dedicated global support portal, and a new MSP Partner support process.

Lastly, the vendor has introduced a dedicated MSP portal exclusively accessible to Netskope MSP partners including tools, training, support, and access to the MSP opportunity registration.

"The Netskope MSP program is the next step for our partners on their path toward offering a fully managed SASE solution," said Dave Rogers, senior vice president of alliances and global channel sales at Netskope.

"The goal of this evolution is to empower our partners to deliver the expertise and management our customers need, all while expanding their portfolio to include high-value, margin rich services."

More vendors focusing on MSPs

Netskope told CRN the launch of its new MSP program signals a new focus on motivating its channel partners to start adding more managed services to their offering in order to capitalise on surging demand.

"We are absolutely seeing - and encouraging - many of our traditional channel partners expand their portfolio to add managed services," revealed Netskope VP of channel sales for EMEA & LATAM, Mike Herman.

"This is about offering customers options on how they want to procure and manage their Netskope SASE solutions. Partners recognise this trend and have been maturing their own business models to meet these new customer buying preferences."

He added the vendor will continue to "embrace and value" all partner types.

Recent months have seen increased attention on MSPs in the channel with vendors launching new programs like these and partners upping their managed services game.

Network vendor Riverbed announced its new MSP-targeted program in May, while Pure Storage told CRN in March it is ramping up its pivot to managed services, crediting its progress in this area to its channel partners.

On the other hand, cybersecurity specialists Barracuda Networks surprised attendees at its annual partner summit Discover23 EMEA earlier this year with the news that it planned to combine its MSP and channel partner programs into one single system.

The vendor justified the unification through wanting to recognise the "evolution and diversification" of partner business models.