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Zero trust segmentation company Illumio has updated its Enlighten Partner Program, offering an expanded set of enablement tools to its global partner community as well as a new pricing program, price protection and a no-cost services enablement program.
The updated program also includes training for resellers, access to technical staff, sales experts, marketing and technical tools, enablement offerings and ongoing guidance.
The Enlighten Partner Program has two partner tiers for Illumio’s value added resellers, with each level having its own financial, training and enablement requirements.
Under the Spark level, partners will have committed time and resources to establish their relationship with the vendor.
Meanwhile, Illumio partners with a higher level of investment will be moved into the Radiate level.
The program was designed to help resellers progress and gain access to greater support and resources. Partners are subject to program terms, with commitments and benefits based on their program tier.
For Illumio managed service providers (MSP) partners, they will receive license discounts, as well as access to build and execute a structured go-to-market plan and quickly drive demand while building top-of-funnel pipeline.
Illumio will also provide MSPs with the ability to leverage and shadow its engineers and self-paced and hands-on components for certification.
Todd Palmer, senior vice president of global partner sales and alliances, said the evolved partner program will have resources and support for its partners.
When it comes to its channel strategy, in a previous with interview with sister publication ARN, Palmer said from a global perspective the vendor doesn’t “want to be over-distributed”.
“We’re being selective with partners because segmentation is still evolving and we want to work with partners who are highly respected and technically skilled,” he said at the time. “For now, we want partners who will help drive change and do things differently.”
This was the same for its Australia and New Zealand channel strategy, said Illumio director of channel sales Johann Ramchandra.
“The tasks we ask of our partners aren’t easy,” he said. “There’s pre-project work, reselling technology, integration and even managed services. We can’t spread ourselves to thin so it’s a matter of quality over quantity.”