Axonius, a leader in cybersecurity asset management, announced its Correlated Partner Program experienced explosive growth in its first year. The program, which launched in April 2020, has added nearly 70 partners worldwide, with more than 50 percent of new business being conducted through the channel and 60 percent of company revenue in Q3 and Q4 of 2020 coming through channel partnerships.
The program’s rapid growth can be attributed to the high demand for the Axonius Cybersecurity Asset Management platform, as well as comprehensive program features that enable and support partners to solve their customers’ asset management challenges simply while driving growth and revenue.
“Having an accurate, up-to-date asset inventory and visibility into how those assets are adhering to security policies is a challenge that has plagued organizations for quite some time,” said Mark Thornberry, director of strategic alliances, GuidePoint Security. “Axonius offers a solution to help customers address this challenge, and the Axonius channel team has made it very easy for partners to onboard, train, register deals, and quickly increase our profits.”
Mark Daggett, Vice President of Worldwide Channels and Alliances for Axonius, said the Axonius Correlated Partner Program accelerates partner success by breaking down the typical barriers associated with channel sales, such as complex, time-consuming deal registration, limited access to resources, and on-premises requirements for demos and POCs.
Deal registration is quick – under one minute – and virtual labs have made it easy for partners to conduct customer demos remotely.
“The pandemic really amplified the benefits of our existing approach, which focuses on simplicity, virtual training and resources, and quick paths to revenue,” said Daggett, who recently was recognized by an industry publication as a 2021 Channel Chief. “We offer a financially rewarding deal registration discount program along with an aggressive spiff program for lead generation, technical validation and sales engagement on partner-initiated opportunities.”
In less than a year, the Axonius Correlated Partner Program grew in the United States and in the EMEA (Europe, the Middle East and Africa), adding global market leaders, such as GuidePoint Security, Optiv, Trace3, and Orange Cyberdefense.
In addition to growth in technology, healthcare and financial services verticals, the program has seen rapid traction with top-tier federal partners that have brought Axonius into significant deals, including federal deployments that encompass more than 3.5 million devices.
To support the partner program’s, Axonius expanded its team last November to include three new channel leaders:
- Anika Registe, director of channel for EMEA, has more than 15 years of experience designing, building, and implementing strategic partner programs, incentive plans and channel marketing strategies in the computer networking and cybersecurity spaces.
- Tom Morway, director of channels for the Eastern U.S., brings more than 20 years of experience in the cybersecurity and networking spaces and has held various channel leadership roles at Mimecast, Cylance, Fortinet, and Juniper Networks.
- OC Chacon, director of channels for the Western U.S. and LATAM, has a 25-year record of generating and sustaining multimillion-dollar revenue growth through sales and channel efforts at companies like Dell, Quest Software, and Arrow.
Last November, Troy Donnelly also joined as the global senior channel sales engineer for Axonius, bringing 25 years of experience as a security professional and global CISO as well as recent sales engineering experience for Cofense and Pulse Secure.
He is tasked with creating and implementing a technical enablement program to help partners become proficient with identifying opportunities and delivering product demos leveraging top use cases. Donnelly also is working to design and execute a partner technical certification program for training and certifying partner technical resources to deliver POCs, implement Axonius for customers, and create new or additional API integrations with Axonius.
The technical certification will complement the formal sales certification program launched last year.
