Tenable emphasizes in enabling and working with partners across geographies

TALIB YOUSRY
CHANNEL DIRECTOR, TENABLE APJ

“Tenable is a 100% channel-first organisation dedicated to working closely with channel partners, including technology resellers, managed service providers, distributors, and ecosystem partners. Tenable’s Assure Partner Program offers greater flexibility, technical support, and business opportunities, particularly in cloud security and exposure management. To incentivize our partners, Tenable offers deal registration discounts and better pricing for deals brought in by channel partners. These initiatives enable partners to successfully sell and deploy Tenable’s exposure management platform for cloud security or full-stack risk assessment.

Tenable has small on-ground teams that interact with distributors and resellers. As a purely channel-driven business, we greatly emphasize enabling and working with partners across geographies, including India. We work alongside our channel partners to help organisations navigate cyber risk management. As our team grows, we help our partners grow in tandem. In many emerging markets, our channel partners are focused on cloud security and exposure management with the TenableOne platform. They are responsible for educating customers on moving away from traditional VM to a risk and context-based approach like exposure management.

EVOLUTION OF PARTNERS FROM RESELLERS TO STRATEGIC ADVISORS

Channel partners aren’t merely resellers in the age of AI. They are evolving into strategic advisors who guide customers through complex cyber risk management. Channel partners are essential in helping organisations expose and close cyber exposure gaps that threaten growth, reputation and trust. They are essential collaborators, who now drive innovation, enable scalable deployments, and provide critical insights to secure modern attack surfaces in an increasingly dynamic digital landscape.”