‘We listened to our partners’ feedback’: Illumio director of channel sales EMEA on partner programme evolution

New partner programme to put microsegmentation in the spotlight

Illumio has updated its Enlighten partner programme to arm channel firms with the support they need to guide customers through their cybersecurity journey.

The programme was first launched in 2017 by the zero-trust segmentation (ZTS) company to protect partners from breaches and cyber threats.

Its evolution aims to provide more resources and support to guide customers with microsegmentation.

Illumio’s goal is to equip partners to step in and fill this critical gap for their customers.

To better understand how the recent update will affect the channel, CRN sat down with Pete Wilson, Illumio’s director of channel sales, EMEA.

Wilson says partner feedback was at the genesis of the programme’s update, as the vendor wants to “make sure that partners are building out a profitable business with us, which is why we’ve updated it in three different ways.”

The first major change is the pricing model, which has been made more flexible, with price protection and the creation of a no-cost enablement programme.

He also highlights updates to the training enablement programme itself, by bringing together a new curriculum for presales and post sales enablement, making it easier for Illumio partners to get on board, train up sales teams, and skill up for presales.

Finally, the vendor wants to offer more support for MSPs, as “MSPs are usually forced by vendors into a resale model that doesn't suit their business,” according to Wilson.

“We're seeing an increased demand for managed service from our customers.

“We've got dedicated resources and pricing models for MSPs, so we don't force a resale model that doesn't suit their business down their throat.”

The vendor currently counts less than five per cent of MSPs in its partner ecosystem.

Through this new programme, Illumio says it expects to see this figure rise considerably.

But the vendor wants to make it clear that it’s not quantity it is chasing, but quality.

With 600 partners (resellers, VARs, hyperscalers, systems integrators) around the world, the vendor wants to “take a step back” to make sure it prioritises quality over quantity.

“We’re trying to take a step back and focus on the partners that are investing the most time with us.

“They are the ones who are investing in us and leaning into the Illumio proposition, and we'll bleed in back.

“We're trying to focus on fewer relationships and make sure that they're successful.”

“Some partners also want to be less involved - that’s absolutely fine.

“We'll absolutely work with them and support them, but we’ll those that are investing in the Illumio proposition.”