Cybersecurity
firm
Imperva
has
unveiled
Imperva
Accelerate,
a
reimagined
partner
program
that
is
designed
to
align
with
a
partner’s
go-to-market
strategy,
enabling
more
deal
creation
and
profitability.
The
Imperva
Accelerate
Partner
Program
is
designed
to
accelerate
the
growth
of
a
partner’s
cybersecurity
business
through
award-winning
technologies,
financial
incentives,
training
and
certification,
along
with
technical,
sales,
and
marketing
support.
Distributors,
resellers,
and
Managed
Security
Services
Providers
(MSSPs)
can
choose
different
engagement
options
that
support
their
go-to-market
strategy
across
every
motion
by
product
and
solution.
Partners
can
engage
in
one
of
four
go-to-market
strategies:
-
Act
as
a
contractual
vehicle
and
help
Imperva
enter
new
markets; -
Identify
new
opportunities
and
pre-qualify
to
a
deal
registration; -
Lead
conversations
and
technical
selling
with
the
customer;
or, -
Create
and
deliver
services
and
support
packages.
Imperva
Accelerate
was
built
based
on
feedback
from
partners
globally.
As
part
of
this
new
program,
predictable
discounts,
even
in
non-standard
pricing
scenarios,
will
be
offered,
and
new
discount
categories
will
reward
partners
for
leading
a
technical
sale.
Other
key
benefits
include:
-
Earning
discounts
based
on
deal
contribution -
Predictable
margins,
even
in
special
pricing
scenarios -
Rebates
that
incentivise
growth -
Training
to
help
manage
more
of
the
deal
so
Partners
can
increase
deal
velocity -
Sales,
technical,
and
marketing
support
to
drive
mutual
success
“Customers
today
require
market-leading
services,
total
solutions,
and
technology
expertise
and
guidance.
Imperva
and
its
partner
ecosystem
combine
to
meet
those
customer
needs,”
says
Steve
White,
IDC
Program
Vice
President,
WW
Channels
and
Alliances
research
team.
“The
new
Imperva
Accelerate
partner
program
supports
this
mutual
success
and
is
clear,
well-structured,
and
helps
the
partners
maximise
their
value
and
extend
it
to
their
clients.”
The
Imperva
Accelerate
Partner
Program
introduces
three
new
tiers
of
partner
levels
–
Select,
Advanced,
Premier
–
with
corresponding
discount
levels
and
investment
opportunities.
Distributors
can
unlock
incremental
discounts
through
deal
registration,
and
by
leading
conversations
and
technical
selling
with
the
customer.
“As
a
partner
invests
in
building
more
capability
and
capacity
around
pipeline
creation,
driving
sales,
and
delivering
services,
the
Imperva
Accelerate
Partner
Program
increases
their
profitability
with
predictable
margins,”
says
Micheal
McCollough,
Global
Vice
President
of
Strategic
Growth
and
Channel,
Imperva.
“Whether
a
partner
wants
to
create
demand,
drive
sales,
or
deliver
services,
Imperva
is
committed
to
helping
them
make
more
money,”
he
says.
“Both
free,
on-demand,
and
paid
training
courses
and
certifications
will
be
offered
to
enable
partners
to
deliver
higher
business
value
to
customers
and
to
participate
in
value
creation.
“The
margin
predictability
and
flexibility
of
Imperva
Accelerate
will
help
partners
understand
how
to
increase
profitability,
scale,
and
create
new
business
opportunities
built
upon
Imperva
products
and
solutions.”
Imperva
is
also
aligning
renewal
rates
to
transactional
discounts,
and
partners
will
receive
incremental
discounts
for
on-time
renewals.
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