Trellix ensures its policies are built around partner and distributor profitability

Ganesh Iyer
Managing Director, India and South Asian Association for Regional Cooperation (SAARC) Trellix

Trellix invests regularly towards hands-on sessions to foster a regular technical and sales cadence, during which the teams get to know the expectations, rules of engagements, escalation process, incentive structure, and more.

Partner programs are the lifeblood to growth for any organization, irrespective of the size and segment. These programs foster a high sense of ownership, loyalty and the commitment to business from either end. When there's a well thought out program in place it ensures that everyone involved has an equitable return in the long term especially with regard to profitability.

Trellix is a global company redefining the future of cybersecurity and soulful work. The company’s open and native extended detection and response (XDR) platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through machine learning and automation to empower over 40,000 business and government customers with living security.

“The policies at Trellix are published, communicated and adhered to in letter and spirit by our teams,” recounts Ganesh Iyer, Managing Director, India and South Asian Association for Regional Cooperation (SAARC) Trellix.

INVESTMENT FOR PARTNER ENABLEMENT

While profitability is the end goal of all partners for any business line, in order to get there, it's incumbent upon the OEMs to ensure that the partner resources are extremely well trained and have hands-on experience on the technology. This is the reason why Trellix invests regularly towards these sessions to foster a regular technical and sales cadence, during which the teams get to know the expectations, rules of engagements, escalation process, incentive structure, and more.

“Our policy is built around ensuring partner and distributor profitability, aside from the incentive structure, to reward the front end team of partners and distributors. We also keep field teams engaged with contests, multipliers, and top performer rewards,” says Ganesh.

Trellix also has an internal measure on the percentage of its total inbound direct response led deals. It also keeps measuring the program efficacy by taking regular feedback from the partner business owners to ensure that the company is mapping programs to their interest in building this business.