Forcepoint dishes on new partner program, portal and leaner channel

Forcepoint wants partners to know they won't be cut out of the loop any time soon, and will instead be offered a chance to move up the value chain.

In November last year, Forcepoint chief executive Matt Moynahan said the platform security vendor wanted to reduce the number of transactional partners on the books in an effort to move up-market into the enterprise space.

Speaking to CRN, global vice president of channel sales Oni Chakravartti said the new channel strategy was less about trimming its partner base and more about finding partners who were dedicated to Forcepoint's platform.

"If a new partner is keen to move up the value chain, we are giving them all the benefits to move up provided they're committing. We don't want to isolate a small partner who is just joining our bandwagon from moving up the value chain," he said.

To that end, Forcepoint last month introduced a new partner program to align closer to the vision set out by Moynahan.

The new partner program reduced the number of tiers down from four to three, and will make it easier for partners to reach higher tiers, according to Chakravartti.

"We're allowing [partners] to move to platinum within a quarter, provided they get their certifications and revenue targets completed."

Chakravartti said deal registration is also more defined now, and will make sure partners that register deals can take advantage of incremental pricing benefits. On top of that, he said certifications had been made easier to complete with online accessibility.

The new partner program rolled out globally, though Chakravartti said certain financial targets were altered in Asia-Pacific.

In addition to the new program, Forcepoint is launching a new partner portal in the second half of the year, allowing partners to check investments, MDF funding and access digital assets.

"Basically, consider that it's going to be the DNA for a partner to be a part of the Forcepoint ecosystem," said Chakravartti.

"My entire objective is to make sure partners feel like they're part of the family. Build trust, invest with the partners who are keen to work with us, I don't want them to feel like they're outside of the Forcepoint ecosystem."