‘We want to go everywhere’: Mimecast SVP of global channels on new partner programme

Stan de Boisset talks new channel scheme, MSP ambitions and ongoing expansion

This week, Mimecast launched its Partner ONE MSP programme, in a move to answer its partners' cybersecurity needs.

The new partner experience aims to deliver a simple onboarding process, data-driven customer insights, and a new user experience with an improved partner portal design.

“In the face of a rapidly evolving cybersecurity landscape, choosing the right security partners is paramount for MSPs – and our revamped programme has been curated to support partners in all their needs, says Stan de Boisset, SVP of global channels at Mimecast.

CRN sat down with de Boisset to dig into what the new scheme brings to the channel and Mimecast’s partners.

“We're strong in the UK, the US, South Africa, and Australia, but we want to go everywhere, says de Boisset.

“That’s why we decided to start building up our biggest business, the reseller business, under one brand.

“We’ve done a global rollout, with different requirements but the same structure.

“We were not involved with MSPs globally, which is why we're now investing in managed service providers in France, Italy, Spain, Germany, Australia, Mexico, and we’ve just opened in Indonesia.”

Alongside its global focus, the vendor is growing its MSP presence in its home market; just this year, Mimecast bought out three US cybersecurity MSPs, Elevate Security, Code42 and Aware.

“MSPs are now the company’s priority, and the new programme is part of our overall strategy, says de Boisset.

“Our programme comes with new offerings, new products, new experiences, and new capabilities for our products.

“Partners will not only will have a great programme, but they’ll also have access to lot more functionalities than before.”

The SVP adds that Mimecast today counts around 3,000 partners, one third of which are MSPs.

The vendor’s channel partners include large organisations such as Softcat and Bytes in the UK, or Bechtle in Germany, and it also has technology partnerships with cybersecurity vendors like Optiv, GuidePoint and CrowdStrike.

The new channel track is a direct result of Mimecast’s work with its partner advisory council, de Boisset says.

“We really tried to get a solid feedback loop, not only from the ‘crème de la crème’ partners, but also with those we don't know that well.”

Such feedback is important to de Boisset, as he wants the programme to be “all about the partners.”

“Do not make it about you, and do not make it about what you want.

“To be relevant, you need to have the right conversations.”