SentinelOne’s philosophy is to enable its incident response partners or MSSPs

Diwakar Dayal
MD & Country Manager, SentinelOne - India & SAARC

“The reach SentinelOne is unlocking through different ecosystems is a real differentiator for us.  From a technology standpoint, our true multi-tenancy as well as unique capabilities like remote script orchestration (RSO) benefits the partner community.  RSP provides MSSPs with an automated way to take meaningful real-time action on each and every customer machine.” 

A well-designed and solid Partner Program lays the foundation for the organization’s long-term success. Only with a happy partner, can the organization achieve success. Understanding the partner’s requirements and pain points and addressing them in time will propel the organization to stay ahead of the curve. Channel Partners are an extension of any business entity and are many times the face of the organization.  They play a key role as an influencer driving higher customer conversion rates. Only with a happy partner, can the organization achieve success. It therefore becomes important to leverage partnership ecosystems to unlock parts of the Total Addressable Market (TAM) and provide the much-needed sustainable advantage. Constantly working alongside the partner helps organizations to reach out to untapped markets and mutually grow. It is always critical to periodically evaluate and measure the success of the Partner Program to ensure it is heading the right way, achieving both short and long-term objectives.
 

The partners of SentinelOne have the privilege to work with the first next-generation endpoint protection vendor that has the only fully integrated endpoint protection, detection, response, and remediation solution. The company’s great margins and deal registration provide added value to the partner’s current offering. 
 

SentinelOne does not believe in competing with its partners. Its philosophy is based on enabling its incident response partners or managed security service providers (MSSP).  SentinelOne equips them with industry-leading capabilities like multi-tenancy and open APIs.  The lack of channel conflict and robust multi-tenant capabilities has allowed the company to grow annual recurring revenue from MSSPs by 300 percent in 2021 over the previous year. 
 

SentinelOne has deep relationships with companies like N-able, AT&T, Pax8, Conitnuum and Kroll that are driving its massive year-over-year growth with MSSPs. Growing its Channel Partner Community has improved the quality of its leads, where one of its incident response partners helped SentinelOne win a large airline customer in Asia.