SentinelOne’s perspective is simple - when partners succeed, the company too succeeds

Satish Rajanna
Channel Director for India & SAARC - SentinelOne  

Education has been a key focus among SentinelOne’s Indian partners. When the partners understand the technology, industry, and market needs, they are better positioned to both understand their customers’ challenges and offer SentinelOne’s solution.  

SentinelOne is a channel company at its core and our Partner Program helps deliver comprehensive endpoint security solutions and expertise. We are a channel-only vendor, and do not transact any business without the channel. Our company works with all types of partners, from system integrators and MSSPs to strategic technical and IR partners including individual security consultants to help deliver the next-generation protection to our customers.  

We have invested significantly in our Partner Development Program. Through this program, we can reward a partner’s commitment to the learning journey and building out their pipeline. SentinelOne University covers all areas of a partner’s learning and career development journey, and includes sales, technical, marketing, and leadership courses. We encourage our partners to achieve task-based milestones including business plan development, proof of concept execution, deal registrations, and sales target completion.  

In 2021 we launched our MSSP program which gives our partners an alternative go-to-market strategy. Our MSSP partners have access to our sales and technical enablement programs, as well as all sales, technical and marketing resources that they need to support business development.  

SentinelOne’s incentive and reward policy for our channel partners is to ensure that we incentivise our partners across education on our solutions, building pipeline through demand generation campaigns, deal registrations, and, of course, sales. Having partners who can be successful independently of SentinelOne is critical to our growth and customer reach. Having motivated partners is essential.  

One of the better ways to measure the success of the program is to look at our partner education and events. In August, we hosted our second annual Asia Pacific partner summit. We had over 170 participants from 14 countries come to Vietnam for four days. They had the chance to network, meet SentinelOne executives, and take part in dozens of sessions that covered every aspect of our business. By the willingness of our partners to come to our event, their desire to excel within our program, and their determination to grow.