Sukhdeep Singh
Head - Channels Sales, Asia-Pacific & Japan, SolarWinds
“For us, partner profitability starts with our Partner First strategy. We deliberately do not build a direct services organisation that competes with our partners. Instead, we want partners to own and grow the services and opportunities around the customer relationship, supported by the SolarWinds platform, enablement, and customer-success resources.
That model allows partners to build value beyond the initial sale through implementation, managed and professional services, subscription renewals, and multi-year agreements. As more customers ask for multi-year contracts, partners benefit from greater certainty around future revenue, customer planning, and related service opportunities.
Our commercial model reinforces this approach. Deal registration can provide enhanced margin and additional support for approved opportunities. We also offer back-end rebates for eligible partners and incumbency protection for eligible license renewals in subsequent years, subject to program terms. Together, these mechanisms help protect partner investment and create a cascading benefit across both the top and bottom lines.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
We want our partners to have the right support to drive their business forward.
That Partner First principle carries through into how we work with partners day to day. We want partners to see SolarWinds not simply as a vendor, but as a platform and growth partner that helps them create customer value and expand their own businesses.
Being partner-friendly means making it worthwhile and manageable for partners to invest in SolarWinds over time. We aim to give partners a clear path from identifying an opportunity through closing, renewal, expansion, and services delivery, with structures that reward investment and support long-term ownership of the customer relationship. This helps partners build their businesses rather than simply transact around a product.
Our enablement model is designed to make that growth practical, with certifications, specializations, marketing resources, and portal support helping partners build capability and respond to changing customer needs. That combination of Partner First behaviour, partner economics, and practical support is what we believe makes the experience genuinely partner-friendly.”
